Historic, archived document
Do not assume content reflects current
scientific knowledge, policies, or practices.
FARMERS BULLETIN No.1551
PRODUCER AND CONSUMER will find in this
bulletin information as to possibilities of mar-
keting farm products by parcel post. Parcel-post
shipments of farm products have been slowly
increasing in number since the establishment of
parcel-post service, though they will always consti-
tute but a small percentage of all farm products
that go to market. Proper attention must be given
to parcel-post requirements and containers, to
methods of standardizing the products, to packing,
and to the business phases involved. Dealing by
parcel post succeeds if farmers pay proper attention
to these things — always supposing that the consumer
also observes good business methods from his end.
Marketing by parcel post, within its limitations, is a
useful means of marketing.
Although interest in parcel-post marketing is not
as keen or articulate as it was when the subject
was new, the demand for information on its possi-
bilities continues. Produce sent direct to consumer
will always constitute a comparatively small per-
centage of the total food supply because of the
geographic distribution of production and the econ-
omy of carload transportation. Physically, the
transportation by parcel post of nearly all kinds
of farm products is a possibility, but economically
it is not always justifiable. Marketing by parcel
post or by any other means of transportation direct
from producer to consumer is satisfactory only
when the proper conditions ^xist
■ , _ _ Issued January, 1928
Washington, D. C. Revised ^ 1930
II
MARKETING FARM PRODUCE
BY PARCEL POST
By Lewis B. Flohr
Marketing Specialist, Bureau of Agricultural Economics
CONTENTS
Postal regulations and requirements 1
Sender's receipt for ordinary parcel 3
Address and sender's "card" 3
Insuring parcels _ 3
Parcels collect on delivery _ 3
Written inclosures in parcels.. _ _ 4
Economics of parcel-post marketing 4
Establishing business relations ._ 5
Friends and relatives as customers 5
Seeking customers among strangers 6
How a consumer can find a producer 8
Trial orders... 8
Records and correspondence _ 9
Simplifying mail orders 10
Blanks and forms 10
Reducing handwriting to a minimum ... 1 1
Arranging prices 12
Prices by the year 13
City market reports 13
Allowing the farmer to name the price... 14
Allowing the consumer to name the
price _ 14
Figuring prices in assorted shipments 14
Arranging payments. _ _ 15
Adjusting differences 16
Agreements 16
Containers 17
Appearance of parcels and produce 17
Varieties of produce and continuous supply. . 18
Fruits and vegetables 18
Fruits 18
Vegetables . 24
Poultry 33
Fattening poultry 33
Killing poultry. . _ 33
Dressing chickens 34
Shrinkage in dressing 35
Chilling dressed poultry 36
Packing dressed chickens 37
is 39
Egg containers 40
Packing eggs for shipment 42
Meats. 42
Curing meats.. 44
Chilling fresh meats. 44
Packing meats for parcel-post shipment. . 45
Certificates required for interstate ship-
ment 46
Marking and mailing parcels of meat 48
Shrinkage in shipping meats by parcel post 48
Butter.. 48
Quality and condition of butter. 49
Preparation of butter for parcel-post
shipping 49
Shipping containers for butter 50
Cheese _ _ 50
Cream and milk 51
Cream 51
Milk 52
Mushrooms 52
Nuts and nut meats 52
Maple sugar, sirups, and honey 53
Plants and flowers _ 53
Other items 53
POSTAL REGULATIONS AND REQUIREMENTS
T^ACH PERSON interested in marketing by parcel post can read-
• Li ily become acquainted with postal regulations and requirements
by consulting the local postal authorities. Most containers for com-
mercial shipments used in other methods of transportation are ad-
missible to the mails, provided they are in good condition and the
contents are in good shipping condition. Measurements of parcels
in girth and length added may not exceed 84 inches, nor may the
weight exceed 70 pounds for the first three zones nor 50 pounds for
the other zones. A general provision of postal regulations is that:
Articles of a perishable nature must not be accepted by post-
masters for mailing unless they are in such condition at the time of
mailing as reasonably to assure their arrival at destination and deliv-
ery in good order and in containers that will prevent the escape of
1
2
FARMERS' BULLETIN 1551
any of the contents; this is obligatory in order to protect other
mail matter and save loss to the owner.
All parcels containing perishable products like meat, butter, and
cheese should be marked " Perishable," in letters large enough to be
readily seen and may also be marked with the additional words
"Keep from heat." All vegetables and fruits should be marked
" Perishable," and eggs should be marked " Eggs " or " Eggs, fragile.
Table 1. — Parcel-post rates
rParcel Dost must be fully prepaid-a fraction of a pound is computed as a full pound, and an additional
[ c££g?3 ^tsoneachVrcel is made except upon those ^collected on These
rat^fincluding the 2-cent additional charge, are shown in the following table and paragraph a]
Weight in pounds
10-
12_.
13-
14_.
15_.
16-
17_.
18-
19_.
20-.
21_
22-.
25-
26-
27-
28-
29-
30-
31-
32_.
33..
34-
35_.
36..
37..
38-
40-
41-
42_.
43-
44-
45-
46..
47_.
48_.
49..
50_
51..
52-
53.
54..
55-
56-
Zones
Local 1
First and
second,
up to 150
miles
Dollar
0.07
.08
.08
.09
.09
.10
.10
. 11
.11
.12
.12
.13
.13
.14
.14
. 15
. 15
. 16
. 16
. 17
. 17
.18
.18
.19
. 19
.20
.20
.21
.21
.22
.22
.23
.23
.24
.24
.25
.25
.26
.26
.27
.27
.28
.28
.29
.29
.30
.30
.31
.31
.32
.32
.33
.33
.34
.34
.35
Third,
150 to 300
miles
Dollar
0.07
.08
.09
.10
.11
.12
.13
. 14
. 15
. 16
.17
. 18
.19
.20
.21
.22
.25
.26
.27
.28
.29
.30
.31
.32
.33
.34
.35
.36
.37
.38
.39
.40
.41
.42
.43
.44
.45
.46
.47
.48
.49
.50
.51
.52
.53
.54
.55
.56
.57
.58
.59
.60
.61
.62
Dollars
0.08
. 10
.12
.14
.16
.18
.20
.22
.24
.26
.28
.30
.32
.34
.36
.38
.40
.42
.44
.46
.48
.50
.52
.54
.56
.58
.60
.62
.64
.70
.72
.74
.76
.78
.80
.82
.84
.86
.88
.90
.92
.94
.96
.98
1.00
1.02
1.04
1.06
1.08
1. 10
1. 12
1. 14
1. 16
1. 18
Fourth,
W to 600
miles
Fifth,
600 to
1,000
miles
Sixth,
1,000 to
1,400
miles
Seventh,
1,400 to
1,800
miles
"Richth
Xl/lglltil,
ft VAT 1 800
J Vol ijOW
miles
uouars
UOLlUlo
Dollars
Dollars
Dollars
0 08
0. 09
0. 10
0. 12
0. 13
12
. 15
'. 18
. 22
.25
16
* 21
* 26
.32
.37
20
. 27
! 34
.42
.49
* 24
1 28
\ 33
.42
.52
.61
\ 39
. 50
.62
.73
. 32
" 45
.58
.72
.85
. 36
'. 51
.66
.82
.97
\ 40
'. 57
.74
.92
1.09
\ 44
! 63
.82
1.02
1.21
! 48
'. 69
.90
L12
1.33
! 52
'.75
.98
1.22
1. 45
. 56
.81
1.06
1. 32
1.57
. 60
.87
.93
1. 14
1.42
1.69
. 64
1.22
1.52
1.81
.68
.99
1.30
1. 62
1.93
.72
1.05
1.38
1. 72
2.05
. 76
1. 11
1.46
1. 82
2.17
\ go
L 17
L 54
1. 92
2.29
*g4
! 88
L 23
1. 62
2.02
2.41
L 29
1. 70
2.12
2.53
92
.96
1.35
1. 78
2.22
2.65
1. 41
1.86
2.32
2.77
1.00
1. 47
1.94
2.42
2. 89
1.04
1.53
2.02
2.52
3. 01
1.08
1.59
2.10
2.62
3. 13
1.12
1.65
2.18
2.72
3.25
1. 16
1. 71
2.26
2.82
3. 37
1.20
1. 77
2.34
2.92
3.49
1.24
1.83
2.42
3.02
3. 61
1.28
1.89
2.50
3. 12
3. 73
1. 32
1. 95
2.58
3.22
3.85
1. 36
2.01
2.66
3. 32
3.97
1.40
2.07
2.74
3.42
4.09
1.44
2.13
2.82
3. 52
4. 21
1.48
2.19
2.90
3. 62
4.33
1. 52
2.25
2.98
3. 72
4.45
1.56
2.31
3.06
3. 82
4.57
1.60
2.37
3. 14
3. 92
4.69
1.64
2.43
3.22
4.02
4.81
1.68
2.49
3. 30
4. 12
4.93
1.72
2.55
3.38
4.22
5.05
1. 76
2.61
3.46
4.32
! 5. 17
1.80
2.67
3.54
4.42
5.29
1.84
2.73
3. 62
4.52
5.41
1.88
2.79
3. 70
4.62
5.53
1. 92
2.85
3. 78
4.72
5.65
1.96
2.91
3.86
4.82
5.77
2.00
2.97
3.94
4.92
5.89
2.04
3.03
4.02
5.02
6.01
i The local zone includes the mail service within the jurisdiction of the mailing office. More than 50
pounds can not be sent over 300 miles; that is, beyond Jhe third zone. Rates on aH articles are the same.
MARKETING FARM PRODUCE BY PARCEL POST 3
Table 1 .— Parcel-post rates — Continued
Local
Zones
First and
second,
up to 150
miles
Third,
150 to 300
miles
Fourth,
300 to 600
miles
Fifth,
600 to
1,000
miles
Sixth,
1,000 to
1,400
miles
Seventh,
1,400 to
1,800
miles
Eighth,
over 1,800
miles
67
Dollar
.35
.36
.36
.37
.37
.38
.38'
.39
.39
.40
* .40
.41
.41
.42
Dollar
.63
.64
.65
.66
.67
.68
.69
.70
.71
.72
.73
.74
.75
.76
Dollars
1.20
1.22
1.24
1.26
1.28
1. 30
1. 32
1. 34
1. 36
1.38
1. 40
1. 42
1.44
1. 46
Dollars
Dollars
Dollars
Dollars
Dollars
68
59
60
61
62
63
64
65
66
67..—
68
69
70
(a) Parcels subject to the pound rates, mailed for delivery within the first or second zone, are, when the
distance by the shortest regular mail route from the office of origin to the oftlce of delivery is 300 miles or
more, chargeable with postage at the rate of 8 cents for the first pound and 2 cents for each additional pound,
a fraction of a pound being computed as a full pound.
Note.— On parcels collected on rural-delivery routes the postage will be 2 cents less than shown in the
foregoing table, provided they are indorsed ** Mailed on rural route" to show that they are not subject to
the additional charge.
SENDER'S RECEIPT FOR ORDINARY PARCEL
When desired a receipt is furnished the sender of an ordinary
parcel by the mailing office upon payment of 1 cent. This fee does
not insure the parcel against loss, and no receipt is obtained from
the addressee on delivery. It merely serves as evidence of mailing.
ADDRESS AND SENDER'S " CARD "
Each parcel should be plainly and completely addressed on the
parcel itself, as tags are liable to be torn off in handling. It is also
required that the word "from" and the name and address of the
sender be placed in the upper left-hand corner of the face of the
parcel upon which the address appears; this is what is referred to as
the sender's card.
INSURING PARCELS
A parcel may be insured up to $5 value for 5 cents; up to $25 for
8 cents; up to $50 value for 10 cents; and up to $100 value for 25
cents. The insurance fees are in addition to the postage and must
be prepaid with stamps affixed to the parcel. A receipt for delivery
of an insured parcel may be had on payment of a fee of 3 cents.
PARCELS COLLECT ON DELIVERY
The value of a parcel may be collected on delivery and returned to
the sender. The fee for collection on delivery is 12 cents for value not
to exceed $10, 15 cents for collections not to exceed $50, and 25 cents
for collections not to exceed $100.
4
farmers' BULLETIN 1551
WRITTEN INCLOSURES IN PARCELS
No written communication may be inclosed in a parcel, as such
inclosure would subject the parcel to first-class postage rates, but a
statement as to the contents of the parcel and the prices of each item^
with the total, may be inclosed. This must not include such state-
ment for any other parcel sent at the same or another time.
PURE FOOD LAWS
In shipping farm products to or through another State the Fed-
eral pure food laws must be observed. Full information on these are
published in Office of Secretary Circulars 21 and 136, which may be
had by addressing the United States Department of Agriculture.
ECONOMICS OF PARCEL-POST MARKETING
Farmers can make extensive use of parcel-post marketing under
certain conditions if they will. One of the chief factors in prevent-
ing the satisfactory development of parcel-post marketing has been
the price asked by some farmers for produce. To illustrate: One
farmer's wife was receiving 20 cents a pound for butter in her local
market, a country store. When asked if she would be willirg to ship
it to a city by parcel post and at what price, she replied that she
would do so at 50 cents a pound. On the other hand, would-be
purchasers frequently have been known to offer producers a lower
price than they can obtain in their local markets. It is needless to
say that such imperfect and erroneous ideas as to equitable prices
defeat the possibility of marketing produce satisfactorily by parcel
post. Business in marketing by parcel post can be secured and held
only by shipping produce of high quality and by charging reasonable
prices.
It must be understood that there is nothing magical about mar-
keting by parcel post. Every producer considering marketing by
this medium should carefully compare the possible net returns by
this method with the net returns by other methods and reach a con-
clusion as to which serves his purpose best. Since motor transporta-
tion has made it much easier for the farmer to reach markets and
since the chain stores now handle many of the more perishable farm
products, there is less attraction than formerly to both farmer and
city or town consumer in marketing by parcel post.
Koadside marketing is direct marketing; many farmers may find
this preferable to marketing by parcel post.
The larger the quantity, within the postal limits, that is shipped
at any one time the more economical is the factor of postage and
therefore the more attractive from the viewpoint of cost both to the
producer and to the consumer. This applies both to shipments and
to the return of empty containers. It would not be economical for a
consumer to secure half a dozen different kinds of vegetables from
as many different producers, but if a supply of half a dozen kinds of
vegetables and fruits could be obtained in one parcel from one pro-
ducer it might be both advantageous and attractive.
In the first and second parcel-post zones a 5-pound parcel would
cost 9 cents postage, plus the service charge of 2 cents — 11 cents in
MARKETING FARM PRODUCE BY PARCEL POST
5
all, or 2y 5 cents a pound. A 20-pound parcel would cost 26 cents
postage and service charge (24 cents postage plus 2 cents service
charge) or 1.3 cents a pound, while a 70-pound parcel would cost 76
cents in all or l-^- cents a pound. This illustrates the more eco-
nomical cost of transportation on the larger parcel. In view of the
relatively higher costs of postage on smaller parcels, the consumer
should order as large a shipment as he can use without loss, so as to
reduce the transportation costs to as low a point as possible, for, in
the final analysis, the consumer pays the postage costs in the price
of the commodities he buys.
Another item of economy to the producer is that his mail box or
local post office becomes his shipping station. This relieves him of
an extra trip in order to make shipment, as the rural mail carrier
takes the shipment from the mail box, or some member of the farmer's
family deposits it at the post office when calling for the mail.
Farmers often have small surpluses of produce, not needed for
home consumption, which can be marketed if some ready means of
getting it to a customer is available. The parcel post supplies this
medium. There are also many supplemental or side lines o± produc-
tion which can be developed for the same purpose.
Mutual confidence and helpfulness are needed in order to succeed ;
cooperation is needed. Consumers are interested in buying by parcel
post only when they can secure more satisfactory produce or some
advantage in price or both. The producer is not interested in market-
ing by parcel post unless it means some additional net return to him.
A high quality of produce, well prepared, carefully and attractively
packed, and forwarded so as to reach its destination at the time
desired, will go a long way toward the establishment and continuance
of business. Ordinary or inferior produce often loses a customer
and hinders the producer in gaining others. The producer must
aim to give satisfaction by supplying his customers, as nearly as
possible, with produce which meets their individual needs. The con-
sumer must also aim to give satisfaction by caring for and returning
containers, by making prompt remittances as agreed upon, and by
doing his part in all phases of the transaction. In other words, a
square deal is needed.
Parcel post is used by producers to make shipments of butter,
eggs, and other commodities to wholesale or other mercantile houses,
and to make shipments of cream to the butter factory.
ESTABLISHING BUSINESS RELATIONS
In practically every city there are persons who wish to buy fresh
produce direct from the farmer, while within 150 miles (first and
second parcel post zones) of these cities there are many farmers who
wish to market their produce by parcel post. The bringing of these
persons into business contact is one of the most difficult problems of
parcel post marketing.
FRIENDS AND RELATIVES AS CUSTOMERS
Naturally, first contacts are with friends or relatives. For pro-
ducers who wish to market by parcel post the most satisfactory way
of finding customers is to write to friends, relatives, or acquaintances
6
FARMERS 7 BULLETIN 1551
in cities, seeking their trade. Purchasers often can locate reliable
producers by correspondence with friends, relatives, or acquaintances
in the country. More than 75 per cent of the produce being mar-
keted by parcel post in a number of cities in which investigations
have been made is sent by persons who obtained their customers
through friends, relatives, or acquaintances.
Making business contact is less difficult between friends because
of the absence of the suspicion and distrust that sometimes is found
between strangers. Many persons will not order farm produce
from strangers because they do not know the conditions under which
the articles are produced, nor the business capacity or the integrity
of the farmer.
The method of establishing business relationship through friends
is especially recommended for the general farmer who has a limited
amount of produce. Those who wish to market a great deal of
produce by parcel post will find it necessary to obtain customers by
personally soliciting strangers, or by advertising in newspapers, or
by other means.
SEEKING CUSTOMERS AMONG STRANGERS
Such a farmer would do well to write to acquaintances, asking them
to recommend him to others or to supply him with the names and
addresses of reliable acquaintances in town who might be interested.
The farmer should try to induce such friends to act as city references
by answering inquiries as to his dependability and by giving general
information. He should supply them with full information. Where
the business is to be on a scale which warrants the expense, it should
be found effective to supply friends with neatly printed circulars de-
scribing the plan and giving lists and prices of produce.
To obtain satisfactory results from advertising, the newspaper
selected must have a concentrated circulation among persons to whom
the advertisement would appeal. A local church paper might serve
the purpose satisfactorily. Usually advertising is not profitable for
the general farmer, but often gives satisfactory results to the pro-
ducer who specializes in some product that can be shipped throughout
a considerable part of the year.
Advertisements should be short and should give a description of
the goods with the prices, and the name and address of the person
advertising. In some cities the Sunday edition of a newspaper gives
better results than the daily edition. The person who advertises
must offer a product that is wanted by the persons who read the
paper at the time the product is advertised, in the places where the
paper has a circulation. In other words, he must know what to
advertise, when to advertise, and where to advertise.
Mimeographed information and price letters are cheaper, and the
producer can make them himself. Mimeograph outfits are relatively
inexpensive ; as a last resort, hand-written copies can be used.
Circulars sent direct to the hoped-for customer by mail, to suc-
ceed, must include two features — the product appeal and the right
selection of the " prospect." Prospective customers can be selected
from telephone or city directories, as the directories usually give
some clue to kind of business and to residence location. From club
MARKETING FARM PRODUCE BY PARCEL POST
7
membership list and church news good prospects can often be
selected.- In all instances the names of heads 01 families should be
used. A knowledge of the better residence portions of the city
involved is an essential.
The " product appeal " must be such as to arouse appetite^and
therefore interest. For instance, in the fall when the weather begins
to be cold, something like the following, especially to a former sat-
isfied customer, will usually bring results : " Our all-pork home-
made sausage is in season again — easy to get, hard to keep (because
so good to eat). Three pounds delivered to your door, $1." The
name and address, naturally, must be included.
The following advertisements are given merely as suggestions;
the wording can be changed to meet the conditions of each farmer:
Fresh eggs direct from farm. Send — for 3 dozen delivered by parcel post
prepaid. Fair View Farm, Blank, Va.
Butter direct from dairy. Fresh, clean, and sweet. Send — for 2 pounds
delivered postpaid by parcel post. Fair View Farm, Blank, Va.
Fresh vegetables for the family. Quality guaranteed. Send — for basket of
assorted vegetables delivered postpaid by parcel post. Fair View Farm,
Blank, Va.
Cherries from the tree to you by prepaid parcel post. Picked the day they
are mailed. Send — cents for — quarts to Fair View Farm, Blank, Va.
Form letters, circulars, or cards sent to a selected list of persons
have been suggested as means of obtaining customers for produce
by parcel post. In some cases this plan has not been successful. Per-
sons who wish produce of high quality sometimes will not order from
a stranger who has not been recommended. The cost of obtaining
customers by circularizing is often relatively great, and unless the
names of persons to whom the circulars are sent are selected very
carefully this method can not be especially recommended.
Customers may be obtained by making a personal canvass in a
selected neighborhood in a city. The neighborhood should be one
which is not supplied with many markets or green-grocery stores.
A suburban district of homes with good incomes offers a good field
in which to solicit trade, for in many such districts the delivery
service of the groceries is not as satisfactory as in the city.
Success in making a personal canvass depends in a large measure
upon the personality of the person making the canvas. He should
state his business clearly and concisely, showing the prospective
customer why it is advantageous to buy produce by parcel post. He
should be neatly dressed, as it is naturally assumed that a person
who is careless in other matters will be careless in the preparation of
his produce. It is advisable to have samples to show what can be
furnished. The samples should represent honestly the produce to be
supplied; if they misrepresent, failure is sure to follow. Cards
giving the name and address of the producer and the nature of his
marketing are useful. A personal canvass usually results in more
customers than does advertising or the sending of form letters, as
most customers prefer to know the person with whom business is
transacted.
If the producer's farm is on or near a much-traveled road, an
attractive farm bulletin board placed conspicuously near the road is
114409°— 30- 2
8
FARMERS ' BULLETIN 1551
a help in making business contact, for many city dwellers travel far
out into the country by automobile. This method will be especially
useful on clean, well-kept farms. The statements on the board should
give the articles for sale, together with their prices delivered to the
purchaser's door by parcel post, and the main items should be in
lettering large enough to be read quickly. This plan has enabled a
number of producers to secure all the customers they could supply.
Warning notices might be placed at a proper distance in each direc-
tion from the main bulletin board. The wording on these warning
boards should be brief but pointed, as, "Fair View Farm. Read
Marketing Bulletin Ahead."
HOW A CONSUMER CAN FIND A PRODUCER
Many city dwellers who spend a summer vacation in some neigh-
boring country district can make it their business to become ac-
quainted with farmers and complete arrangements for buying produce
by parcel post. In parts of Europe many families consider the mak-
ing of such arrangements an important feature of their vacation trips.
Similarly, a farmer can make desirable connections by meeting city
people on their vacations. Such meetings make it possible to settle
all details and allow the customer to judge in advance the quality
and character of the produce.
Sometimes, under such conditions, it is possible for city consumers
to enter into arrangements with a farmer or gardener whereby he
will agree to increase the amount of vegetables he grows in his farm
garden and to raise certain specialities which the customers may wish
to buy. This can even be extended into a sort of partnership ar-
rangement in which the farmer manages a country garden to supply
the city consumer's table. Under this arrangement the city consumer
practically has a kitchen garden of his own, though it may be many
miles distant.
In some instances the consumer will wish to make contact with a
producer by inserting an advertisement in some paper known to cir-
culate in the section of country in which he thinks a suitable producer
may be found. A suggested form for such an advertisement follows :
A Baltimore family of six wants a gardener or truck farmer to supply it
regularly with fresh assorted vegetables by parcel post once a week throughout
the year. For particulars address — .
The number constituting the family to be supplied, the frequency
of shipment, and the portion of year during which the shipments are
desired can be stated. For instance^ some families might need ship-
ments twice a week as a rule, but might want none during July and
August because of absence from the city.
TRIAL ORDERS
The producer who wishes a customer may seek the privilege of
making a trial shipment. A plan for the trial shipment should be
worked out completely, so that the prospective customer can be showpi
the quality, quantity, and general variety that can be shipped and the
MARKETING FARM PRODUCE BY PARCEL POST
9
total cost for such a shipment delivered at his house. If possible, the
size of the customer's family should be learned and an offer made of a
shipment that will supply fresh vegetables to such a family for
a specified number of days.
If the prospective customer is known to be reliable, the farmer
should be willing to make the first or sample shipment at his own
risk. The condition , should be made that the customer is to be
judge of value received and that if the goods ifr the trial shipment
are not entirely satisfactory in quality or in price, the customer's
opinion as to what they are worth will be accepted and the bill
adjusted or a refund made. Where the reliability of the prospective
customer is entirely unknown to the producer it is preferable to
have a cash transaction with the first order. The producer should
remember that the customer has no more business reason for trusting
him than he has for trusting the customer, and he should make it clear
that he will be glad to make any adjustment necessary in the transac-
tion so as to leave the customer entirely satisfied.
The situation is exactly reversed when the city family seeks to
induce a farmer to ship products. It is only fair to send cash with
the first order and continue the cash business until credit arrange-
ments satisfactory to both sides ca#j be established.
RECORDS AND CORRESPONDENCE
A book should be provided so that a record can be kept of each
shipment. It should provide a permanent record of the date of ship-
ment, customer's name and address, the product and quantity sent,
the price and amount of bill, and the weight of shipment. Other
items of value may be recorded, as kind and cost of container, credit
for return of containers, net amount of bill, and date of payment.
The form shown below provides for such a record. The keeping of
records of this kind requires considerable work, but is desirable if the
business is large. Such columns as are not wanted can be omitted
from the form. If a farmer is shipping to but one or two customers
it may not be advisable to keep such complete records, but some rec-
ord should be kept of every shipment. Tf shipments are made to a
number of persons an alphabetical list of customers can be kept.
Form. — Suggestion for record of shipments
Date of
shipment
Customer's name
Address
Quantity
shipped
Kind of produce
In conducting a mail-order business much depends on correspond-
ence. As comparatively few persons like to write letters, producers
should do all they can to carry on direct marketing in such a way
10
farmers' BULLETIN 1551
as to require few letters from their customers. But the very nature
of mail-order business, even with the use of the most simplified sys-
tem, necessitates correspondence. Farmers must answer correspond-
ence and inquiries from customers or prospective customers. This
should always be done promptly, whether the answer is favorable or
not. Many persons who have had their names listed by postmasters
as willing to supply produce by parcel post have failed to make reply
when they received inquiries. Business can be secured and retained
only by using businesslike methods, which should be simple but
which must be prompt. The name and full address of the writer
should always be given, as failure to do this often prevents reply to
important business correspondence. A regular letterhead will be
found useful. A simple and businesslike printed letterhead can be
obtained without much cost. (See form.) It should give the name
and location of the farm, the farmer's name, and may give a simple
statement of the business. Elaborate and highly colored letterheads
with illustrations of buildings, fruits, or animals should be avoided.
Form. — Suggestion for letterhead
FAIR VIEW FARM
John Brown, Proprietor
Produce Shipped by Parcel Post Direct from the Farm
Blank, Va., , 192
SIMPLIFYING MAIL ORDERS
The first letter sent by the producer, in seeking to establish parcel
post marketing relations, should explain the plan clearly and should
tell the customer exactly what can be furnished and how much,
exactly the amount of money the goods will cost delivered, and
when and how they will be delivered. Similarly the customer in
seeking a producer should tell as explicitly as he can what he wants,
when he wants it, and should give a general idea as to prices. The
first letter also should establish clearly the reliability of the writer.
Unless all these points are fully covered at the start, both producer
and consumer may feel uncertain about proceeding further in the
matter.
BLANKS AND FORMS
Blank statement forms or invoices to fill in and inclose with ship-
ments should be used to save trouble. The price can be entered on
a blank piece of paper, but the use of a printed statement form is
recommended for those who send produce to persons who pay at
stated times. The following form may be used either for an invoice
with each shipment or for rendering a monthly statement. A bill
or statement covering more than one shipment must not be inclosed
in a parcel, as it is first-class mail matter.
If a carbon copy of the invoice or statement is made, it can be
retained as a record of the transaction.
MARKETING FARM PRODUCE BY PARCEL POST 11
Form. — Suggestion for Mil or statement
Blank, Va., , 192
M Dr.
To FAIR VIEW FARM
John Brown, Proprietor.
Year and
month
Day of
month
Quantity
Article
Price
Amount
Remarks
Form. — Suggestion for record of shipments
Kind of
container
Weight
Local
country
price
CostjOf
contamer
Postage
Amount
of bill
Credit for
contamer
returned
Net
amount
of bill
Date
of
payment
Lbs.
Oz.
REDUCING HANDWRITING TO A MINIMUM
The plan which calls for the least correspondence is the regular
weekly shipment of a definitely priced quantity or an assortment
of products, the producer first learning what the consumer wants and
what he does not want. If this plan is not used it is necessary for
the farmer to send his customers, from time to time, a list of the
products he has for sale and their prices. The customers then make
up their individual orders.
The writing of a list each week by hand will be found trouble-
some, particularly if the producer has several customers, each of
whom must, be supplied with a copy. This labor may be avoided by
having printed or mimeographed lists of all the products that will
probably be available for sale during the season. After the name
of each product there should be a blank space in which the current
price of that product may be entered. Before each name another
blank space should appear, in which the customer can enter the
amount of that product wished. He can then return the list as an
order. As shown in the accompanying form, this sheet can be so
worded as to constitute a price list, an order blank, and a statement
of products which will be available one or two weeks ahead.
12 FARMERS' BULLETIN 1551
Form. — Suggestion for order blank for cash customers
, 191...
To Fair View Farm, Blank, Va.:
Inclosed find $ , for which please send me by parcel post, charges pre-
paid, items I have checked.
doz. eggs @ perdoz. $
lbs. butter @ per lb.
_ lbs. dressed poultry @ per lb.
@ _ per
. @ per
Total
Sign here
Street and number
City State
Postage extra beyond second zone.
The same blank could be used for credit customers by striking out
the words " Inclosed find $ for which."
An easier means of sending out price lists for securing orders is the
double or return postal card. The list should be printed on the back
of the return half of the card and the producer's name and address
written or printed on the face. The first or initial half of the card
should bear on its face the name and address of the customer, and
the back may be used for comment on the availability of certain
fruits or vegetables or for other necessary correspondence. The cus-
tomer can tear off the reply half, indicate the amount of each article
wanted, sign his name, and mail the card. This system costs in post-
age but little more than one letter, whereas the system outlined in
the preceding paragraph requires two letters — one from the farmer to
the customer and one in return.
Another plan is for the producer to have his list of articles printed
on single postal cards, with spaces for him to enter prices and for the
consumer to enter the order.
Should the farmer not care to buy stamped cards, he can have the
price list printed on the back of a self -addressed mailing or post card,
which is forwarded to the customer in an envelope. The customer
needs only to fill in the card, affix the necessary postage, and mail.
The cost of issuing a price list in blank could be reduced materially
by the cooperation of several farmers. Such a list should show all
the products raised by the group, but could be used by the individual
producer in dealing with his own customers. Where such brief forms
are used the farmer should occasionally write a personal card or note
to his customer to show interest, explain seasonal changes in the na-
ture of shipments, or furnish information as to fruits or vegetables
soon to be ready for market. This may be done on the initial half of
the return postal card. If possible, space should be left on the return
half of the postal card for the customer to note the condition of the
previous shipment or make suggestions as to goods wanted.
ARRANGING PRICES
Many farmers have an erroneous idea as to the prices that city
dwellers pay or are willing to pay for farm produce. On the other
hand, not a few city purchasers think that the farmer receives a low
price for his produce when he sells it. In attempting to market by
MARKETING FARM PRODUCE BY PARCEL POST
13
parcel post, farmers too often ask exorbitant prices, and city con-
sumers often expect to receive produce at prices which would allow
no profit to the farmer if he sends small quantities by parcel post.
Consumers will not pay more than the city price unless a superior
article is obtained. Farmers will not market by parcel post unless
they can obtain enough over the price otherwise obtainable to pay for
container, postage, and extra labor. A proper understanding of both
sides of this question will assist both producers and consumers in
agreeing on prices. Consumers should bear in mind that many farm-
ers who have local markets sell ungraded or partly graded produce,
and if graded produce of high quality is furnished by parcel post a
higher price must be expected.
It is advisable to have some basis from which to figure prices of
certain kinds of produce, as misunderstandings and distrust about
prices have caused much dissatisfaction with direct marketing. The
use of the local country price or the wholesale city price as a basis
has proved satisfactory in most cases. The farmer can readily ascer-
tain the amount that he must charge above his local price when he
considers the cost of container and postage and the extra labor
involved. If satisfactory to both, a contract price for a stated period
can be made. An agreement must be reached as to whether the price
includes all charges for produce, container, and postage. It has been
found that purchasers usually prefer to have quoted to them a price
which includes all charges. Whatever agreement is made as to prices
the farmer should abide by it strictly and give his customers no cause
for distrust.
The fewer changes in prices the easier the business is to transact
and the better satisfied the customer will be, provided the goods and
prices are right.
PRICES BY THE YEAR
Because of unequal production and wide variation of prices it is
often difficult for persons to agree on a uniform year-round price for
produce engaged by the year. Only when the producer can fill orders
at all seasons and each party is sure of the reliability of the other is
this plan feasible. Usually when eggs or other farm products are
high in price and production is small, the farmer must stop ship-
ments temporarily, which is hardly fair to the consumer who has
paid more than the market price through the summer with the expec-
tation of receiving produce in winter at a price lower than the market
quotations. Nor is it fair, after the farmer has shipped eggs at a low
price through the winter, for his customers to inform him that they
are to take a vacation of a month and will not need eggs during a
month when he has been expecting to make a profit. But in all cases
where a standing price can be made satisfactory at both ends it is to
be recommended.
CITY MARKET REPORTS
Many farmers and most city consumers have access to daily market
reports in the newspapers and can base prices on them. Unfortu-
nately, such reports vary in different newspapers, and often producers
and consumers do not see the same reports, but where both receive
the same newspaper the market reports may prove satisfactory as a
basis.
14
FARMERS' BULLETIN" 1551
ALLOWING THE FARMER TO NAME THE PRICE
If an order blank is not used and the consumer is assured that the
farmer understands business methods and is conscientious and fair-
minded, he may allow the farmer to set the prices after the order is
received. Protests may be made at any time, and if developments
are unsatisfactory trade may be stopped. Many consumers have used
this method with satisfaction to themselves and the farmer. The
local country price may be used by the farmer as a basis from which
to determine the amount to be charged. There is danger that some
producers will overcharge because of an erroneous idea of city market
prices or because of a lack of knowledge of basic business principles.
Keports of high city retail prices should not receive serious considera-
tion as a basis, for such high prices usually are of short duration and
often represent the sales of fancy articles to a few wealthy consumers.
ALLOWING THE CONSUMER TO NAME THE PRICE
Some farmers furnish produce at prices that are decided upon by
their customers, but this plan is acceptable to very few farmers.
Consumers can use their city retail market price as a basis for deter-
mining what they care to pay. For this plan to be satisfactory to
both parties the consumer either must effect a saving or obtain a
better product, while the farmer must receive a better price than he
can get at his local market.
FIGURING PRICES IN ASSORTMENT SHIPMENTS
Unless confidence between buyer and seller has developed to such
an extent that the producer feels free to ship on his own judgment,
with the certainty that the consumer will accept his price as fair, the
producer who is selling from list must give great care to determining
the gross price he is to ask and his net profit. This is somewhat
difficult, as the producer must bear in mind the bulk and weight of
vegetables and fruits, the weight of container and packing, and the
bulk that he can get into a package, with reference both to postage
and to size and weight limits of parcel-post packages. The cost in
time and material for proper packing also must be considered. The
shipments should be so adjusted that the quantity of each kind
shipped will be enough for a proper serving of the consumer's family.
In endeavoring to satisfy the customer the producer must bear in
mind the retail prices for similar products in the cities. In making
an assortment, especial care must be exercised not to include in it
too much of a heavy and low-priced product but to give the customer
good total value.
Possibly the easiest way for the farmer to make profitable assort-
ments is to determine what he wishes to receive net for each product
and then, after figuring out the weight or bulk of a typical portion,
to add a proper allowance for postage and packing. If he can figure
his price throughout in terms of pounds, it will be easier to figure
the delivery price, including postage. But after some experience the
producer should be able to distribute cost of packing and postage
on a percentage basis. Under this plan he can easily determine how
many pounds of each product he can afford to include for a given
gross price, including postage.
MARKETING FARM PRODUCE BY PARCEL POST
15
When the price is to cover the return postage on the containers,
this item should be included with the postage. The easiest plan of
settling for postage on return of containers, if the customer buys the
stamps, is to deduct this amount from the price of the next ship-
ment following the return of the containers. An addressed return
label f6r use on the empty containers can be furnished by the farmer.
ARRANGING PAYMENTS
Difficulty in arranging for payments hinders the growth of direct
marketing. The farmer prefers cash in advance for his produce.
This system is not satisfactory to many consumers because of the
necessity of making frequent payments and because the exact price
is not always known. But the farmer should never send produce
without payment in advance to a stranger who has not exchanged
recommendations with him. Although the majority of persons are
honest and will pay for produce received by parcel post, unfortu-
nately there are persons who order farm products without inten-
tion of paying. A few such losses will reduce the farmer's profits
materially.
Consumers who have not been recommended should not expect
producers to send goods by parcel post without having received pay-
ment. It is easier for producers to furnish satisfactory references
than for many persons in cities, as in the country nearly everyone is
known by the postmaster and the local banker. If a producer fur-
nishes satisfactory references, the consumer should be willing to send
cash in advance until the producer has opportunity to learn of the
reliability of the person to whom he is sending produce.
If a prospective customer furnishes references, the producer before
sending produce should write to the persjuas to whom he has been
referred, as anyone, no matter how unreliable, can send the names of
persons as references. In many instances producers have been satis-
fied when the mere names were furnished, and no effort has been
made to ascertain the reliability of the person who sent the names.
When unable to collect the money for produce sent these farmers
have learned that the persons whose names had been used as refer-
ences were no more reliable than those who had furnished the names.
Persons whose names are furnished by prospective customers should
be business or professional men if possible.
If a producer is satisfied as to the reliability of his customers,
credit should be extended and settlements required periodically, say
each month. This will proye more economical and satisfactory thau
the cash-in-advance system. An invoice should accompany each ship-
ment and the bill sent in at the end of the month should be a summary
and total of the various invoices.
Parcel-post shippers should consider that they are entering upon
a small retail business, where they must necessarily encounter the
disadvantages under which a retailer always labors. One of the
most difficult of these is the proper use of credit. Some retail busi-
ness houses have been ruined by the refusal of such credit, and many
others have been ruined by the too liberal extension of it. When
properly used, the extension of credit to parcel-post customers is
often satisfactory, but it must be remembered that extending credit
114409°— 30 3
16
FARMERS * BULLETIN 1551
is a business proposition and requires a knowledge of business
relationship.
The collect-on-delivery service of the Post Office Department may
be used to advantage when sending packages of considerable value,
but it is thought by most persons to be too expensive for ordinary
farm-produce shipments. When this service is used it eliminates the
danger of loss of payment.
ADJUSTING DIFFERENCES
The producer who establishes a mail-order business in farm prod-
uce must expect to receive complaints. Upon receipt of a shipment,
a customer may be dissatisfied with the quality or appearance of the
produce, which may have been caused by rough handling or delay
in delivery. Sometimes, when shipments of this kind are received,
a customer writes a letter to the producer accusing him of unfair
business methods. In instances of this kind the producer may be
tempted to write a discourteous letter in reply, but he must bear in
mind that no business man can afford to do so, no matter how unfair
the letter received may seem.
The success of persons who have sold goods by means of mail
orders is due largely to their guaranty to give satisfaction or to
refund the money. Because they have adhered strictly to this guar-
anty the confidence of the buying public has been firmly established,
and through recommendations of satisfied customers the business
has grown from year to year. Many customers who were dissatis-
fied with the quality of produce received from a person who sold by
mail later became satisfied customers and good advertisers because of
a prompt adjustment of the matter. There is no better way of estab-
lishing confidence and eliftiinating distrust than by the prompt ad-
justment of differences. If a producer becomes convinced that a
customer is unfair and unreasonable, he should write a letter telling
him that his trade is no longer desired. This letter should never be
discourteous, if for no other reason than because antagonism never
pays profits to a person in business.
If, in all dealings, a producer is prompt, fair, and reliable, he
will be able to obtain and retain business that otherwise would be
lost. A producer who undertakes a business in parcel-post market-
ing can not hope to make great profits nor to build up a large busi-
ness in a short time, but proper business relations with consumers
will increase business and aid in success.
AGREEMENTS
The nature of the agreement, whether reduced to writing or not,
should be made to suit the circumstances and must be fair to both.
Some may wish to have the first agreement in writing; but later, if
mutual confidence has been thoroughly established, the contract may
be verbal.
The agreement, if written, should specify: (1) Names of the par-
ties to the agreement, (2) length of time during which the agree-
ment is to be in force, (3) quantity of produce to be shipped periodi-
cally during the time the contract runs, (4) price to be paid during
the time of the contract, together with the base on which the price is
MARKETING FARM PRODUCE BY PARCEL POST
17
fixed, (5) method of adjusting claims, (6) that the consumer is to
open containers properly (without damaging), take proper care of
them, and return them by mail if desired by the producer, and (7)
frequency of payment and manner of remitting; postage paid on
empties returned to the producer to be credited to the consumer on
next bill rendered.
CONTAINERS
The cost and treatment of containers have much to do with success
in marketing by parcel post. A container should be cheap, neat,
and light. The amounts involved in most parcel-post shipments ot
farm produce do not warrant the use of an expensive, heavy package
because of the first cost and the charges for postage. The container
should be adapted to the particular produce shipped and should be
whole, in good condition, and clean.
The trouble of returning empty containers often influences people
to discontinue parcel-post buying. The city dweller has little room
to keep containers, and it is not practicable to return them singly,
for the relative cost of postage is high on small parcels. But it is
often inconvenient to take a bulky package to the post office. If the
customer can not conveniently store them and return a number at one
time the producer should, if possible, use containers that are cheap
enough for a single service. Containers should never be bought with
price as the only consideration, however, as they should be strong
enough to carry the contents safely. For many shipments, cheap
splint baskets are satisfactory and the cost is so small as to make
their return unnecessary.
Many containers are made in " knockdown " style ; that is, they
can be taken apart and folded into a much smaller package. Con-
tainers which are knocked down to be returned should be so packed
that no edges or points project without support or protection, as such
projections are likely to be broken or crushed in the mails.
Since the return of containers will have some effect on the price
of purchases, the spirit of thrift should cause the consumer to take
care of all returnable empties and to send them back in accordance
with whatever agreement or understanding may exist.
APPEARANCE OF PARCELS AND PRODUCE
The appearance of the parcel depends almost entirely upon the
manner in which it is prepared. A supply of good, tough paper of
the proper size to wrap parcels and good, strong, though not a heavy
cord or twine, that stretches very little, should be obtained. What-
ever the nature or style of container, it should be of good appearance,
for the appearance of the parcel when it is delivered often determines
the attitude of the customer toward the contents of the parcel.
The consumer has come to expect a uniform product and will not
be satisfied with a shipment of miscellaneous ungraded produce. As
the sending of anything but high-grade material will result in failure
to retain trade, and as many persons have discontinued ordering
produce by parcel post because they received one shipment that was
unsatisfactory in quality, it is better for a producer to decline an
order than to send goods not up to a satisfactory standard. The
18
FAKMEKS 7 BULLETIN 1551
produce should be uniform in size, color, and quality and should be
packed so that the contents and container will carry properly, arrive
in good condition, and present a satisfactory appearance.
Quality is important and should be uniform. With many con-
sumers it is more of an object than is price. Probably more produce
is judged by appearance than by quality ; the two should go together.
Some farmers are prone to think of the likes and dislikes of the
purchaser as whims and fancies, whereas, as a business principle, he
should endeavor to cater to the wishes of his customers. It is known
that white eggs sell better to certain trade in New York, while brown
eggs bring a premium in Boston. The average farmer cares little
whether eggs are white or brown, but this indifference should not
overrule any preference the customer may have expressed.
VARIETIES OF PRODUCE AND CONTINUOUS SUPPLY
Many persons do not market by parcel post because they do not
have a large variety of produce or because their supply is available
only part of the year. A continuous supply of a number of products
is more satisfactory to customers, but such a supply is not absolutely
necessary in order to establish a parcel-post trade. Many persons
have secured customers by specializing in one or two kinds of produce,
such as butter or eggs, which can be supplied during the entire year,
and then these customers have offered an outlet for other commodi-
ties which can be furnished only occasionally or for produce which is
rarely to be had on city markets. In most of these cases it was neces-
sary only to send a letter or card to satisfied regular customers asking
them if they wished to obtain certain kinds of produce that were for
sale at that time. Such letters tend to keep up a personal relation-
ship between the producer and his customers, which makes it easier
to keep up business relations. It should be kept in mind, however,
that a constant supply to fill all orders and avoid disappointments is
an important factor in building up and maintaining a business.
FRUITS AND VEGETABLES
The Bureau of Agricultural Economics, United States Department
of Agriculture, has established standard grades for most fruits and
vegetables. In cases where customers wish such grades to be used the
producer can obtain copies of the grade standards and specifications
by writing to that bureau for them. These standardized grade speci-
fications have been used as the basis of the general suggestions that
follow as to grading the various fruits and vegetables.
FRUITS
APPLES (UNITED STATES STANDARD GRADES ESTABLISHED)
Apples lend themselves readily to parcel-post marketing. There
is a promising field for shipping fancy eating apples direct. As
cooking apples are lower in price they can not be marketed as eco-
nomically direct to the consumer. But when there is sufficient differ-
ence between the market price the consumer has to pay and the price
the producer can obtain, even cooking apples may be so marketed.
MARKETING FARM PRODUCE BY PARCEL POST
19
Any container which will carry the apples safely and protect them
from damage can be used. The container must be such as to keep the
pack in good shape and must be tied or otherwise secured, so that the
fruit will not be bruised from handling in the mails. Small quanti-
ties may be shipped in climax or splint baskets if well packed, a9
shown in Figure 1; larger quantities require more substantial
containers.
Apples should be well-grown specimens, the proper shape and size
for the variety, of normal color, and never overripe. They should be
sound, clean, free from damage by worms or other pests, free from
disease, skin punctures, or other defects. No fruit that has fallen to
the ground should be used for direct marketing.
CHERRIES (UNITED STATES STANDARD GRADES ESTABLISHED FOR SWEET CHERRIES)
All cherries should have the stems on and when possible should be
clipped from the tree with scissors instead of being pulled. They
Fig. 1. — A good pack of apples in climax baskets. The style of lid, left basket,
allows a fuller, rounder pack
should be gathered at the proper state of maturity but should not be
overripe. Cherries pulled from the stems decay quickly. Unless
the customer agrees to have them pulled from the stems that method
of picking should not be used. Soft, bruised, overripe, bird-picked,
hail bruised, and all other defective fruit should be kept out. The
accompanying illustration (fig. 2) shows four 8-quart crates of
cherries that had actually been shipped by parcel post. As cherries
are too tender to ship in bulk, as in a peck or one-half bushel basket,
containers supplied with 1-quart baskets or boxes should be used.
CITRUS FRUITS (UNITED STATES STANDARD GRADES ESTABLISHED FOR CITRUS FRUITS
[FLORIDA] AND CITRUS FRUITS [TEXAS])
There is practically no physical difficulty in shipping citrus fruits —
oranges, grapefruits, lemons, and limes — by parcel post. Postage
cost is the factor to consider. Limes are not heavy for their value,
20
farmers' BULLETIN 1551
and it is possible that small containers carrying a quantity suitable
to the soft-drink dispensing trade might make possible a more satis-
factory system of distribution than exists at present. Few private
homes use enough limes to justify their shipment direct unless they
are included in an assorted shipment. The ordinary commercial
containers carry citrus fruits satisfactorily by parcel post. For small
quantities a crate of half the size of the commercial ones prove
satisfactory.
CURRANTS
(The bush currant, species Ribes, not the small raisin known by the
name " currant.") Currants should be picked before becoming over-
Fig. 2. — Four 8-quart crates of cherries shipped by parcel post. Each crate has two
decks or tiers of 1-quart boxes
ripe, and only stems that are fairly full should be included. They
should be picked and packed when dry, kept cool, and marketed
promptly, as mold develops on them very quickly. They should be
shipped in containers supplied with 1-quart baskets or boxes.
GRAPES (UNITED STATES STANDARD GRADES ESTABLISHED)
For eating purposes, grapes should be allowed to become ripe.
Dry, shrunken, cracked, or split, mildewed, undersized, or otherwise
MARKETING FARM PRODUCE BY PARCEL POST
21
defective grapes should be trimmed out with a pair of blunt scissors
or the entire cluster should be discarded. Only full, attractive clus-
ters give satisfaction for table use.
If grapes are wanted for other than table use, the quality need
not be quite so high, but only fairly well-filled clusters of good
sound grapes should be shipped. Climax baskets, ordinarily used
for commercial shipments of grapes, are not strong enough for long-
distance parcel-post shipments, but the 6-basket carrier is satisfac-
tory. For smaller quantities stave baskets may be used. As grapes
settle considerably, the container should be carefully packed and
well filled.
BERRIES
Berries should be picked only when dry; they should be removed
from the sun, kept as cool as possible, and shipped promptly. They
should not be held over from day to day. Defective and cull berries
should be kept separate, as gathered, to avoid further handling, as
rehandling is injurious to the carrying quality and therefore to the
market quality of the berries.
Dewberries and blackberries (United States standard grades estab-
lished). — Dewberries and blackberries should be picked when a
full, bright black, but must not be allowed to become too ripe. All
defective berries should be excluded. A container of suitable size,
supplied with quart baskets, is most suitable.
Huckleberries and blueberries. — Huckleberries and blueberries can
be shipped by parcel post with satisfactory results, but they are
rather difficult to handle. They roll from the tops of the boxes and
easily spill out of the crates.
The crates should be relatively tight, and yet they must afford
ventilation. The quart baskets should be especially made for this
purpose, with tight corners. The ventilation of the crates can best
be provided at the top.
In picking, all trash, like leaves and twigs, and all defective
berries must be kept out.
Raspberries. — As practically all varieties of raspberries are rather
difficult to ship, special care must be taken that they be picked only
when dry and while still firm, though ripe. They must be carefully
handled, crated as picked, and never rehandled. Extra care must tie
taken to see that the boxes are well filled, because their cuplike shape
gives them a tendency to settle in shipping. Containers supplied
with pint or half -pint baskets are preferred.
Strawberries (United States standard grades established). — Straw-
berries should be picked when sufficiently ripe to reach the consumer
in good condition. They should be picked with the hull or cap on,
the stems being pinched short as possible. The berries should be
placed in 1-quart baskets as picked and not held until a handful
accumulates. This will avoid bruising. Small, inferior, lopsided,
dirty, and overripe berries should be placed in separate baskets as
picked, but not for market. The quality and size should be the same
from top to bottom, and the baskets should be well filled. Topping
or facing the baskets with larger fruit should not be done, but all
stems of the top layer may be turned down so that the berries will
be well shown. They should never be picked wet if it can be avoided.
22
farmers' BULLETIN 1551
If the strawberry season happens to have unfavorable weather it may
not be possible to make satisfactory parcel-post shipments.
Figure 3 shows a 32-quart crate of strawberries shipped by parcel
post. The baskets should have been better filled, as the berries have
settled so much that the baskets are no longer filled. There are also
12 and 16 quart and 16 and 24 pint-size crates that are suitable for
strawberries.
Fig. 3. — A 32-quart erate of strawberries shipped by pareel post. This style of erato
is rather heavy for pareel-post use. Crates like those shown in Figure 2 are
preferred by most consumers. The baskets should have been better filled
PEACHES (UNITED STATES STANDARD GRADES ESTABLISHED)
It is important that peaches be handled carefully to prevent bruis-
ing. For shipment by parcel post they should be "hard ripe"; that
is, matured but showing no softening of the flesh by being full ripe.
Varieties should not be mixed unless the customer asks for an as-
sorted shipment. They should be smooth, properly colored for the
variety, free from worms, split pits or seeds, bruises, disease, or other
defects, and should be the proper size for the variety. They may
be shipped either in 6-basket carriers or hampers. (Fig. 4.) Some-
MARKETING FARM PRODUCE BY PARCEL POST
23
times splint baskets are used. The 6-basket carrier of small jumble-
packed fruit is practically unsalable. The 6-basket carrier packed
in layers is attractive and draws attention. Peaches should be well
and solidly packed to prevent bruising. The bushel basket, and
for smaller quantities, stave baskets are satisfactory.
PEARS (UNITED STATES STANDARD GRADES ESTABLISHED)
Pears are picked in a matured state though green in color, because
few varieties ripen satisfactorily on the tree. They should be picked
when fully developed and when the stems will separate readily from
the twig. They should be handled carefully, because they bruise and
turn black easily. They should be free from worms, bruises, cuts,
practically free from disease, specks, blemishes, etc.. and of proper
size and shape for the variety. No fruit from the ground should be
Fig. 4. — An experimental shipment of peaches in a 41 Delaware " basket and two
" Georgia '* or 6-basket carriers. Fruit well graded and packed, as in the upper
fi-basket carrier, is much nwre attractive than the jumble pack of the other con-
shipped. Figure 5 shows a crate of pears that were shipped when
too ripe and without being properly packed. Round stave baskets or
climax baskets will be found desirable as containers.
PINEAPPLES (UNITED STATES STANDARD GRADES ESTABLISHED)
Pineapples should be harvested at the proper stage of maturity to
reach the consumer in good, sound condition and when not overripe.
The regulation commercial containers proved satisfactory in experi-
mental shipments made by parcel post. Containers which are not
sufficiently rigid to keep the pack well in place proved undesirable
in tests, as they cause the fruit to bruise, although bruising may be
prevented if packing material like excelsior is used. But because
of the bulk, and therefore the weight of parcels of pineapples, the
economy of marketing them by parcel post is relatively limited.
114409°— 30 4
24
FAKMERS 9 BULLETIN 1551
PLUMS, DAMSONS, AND FBESH PRUNES (UNITED STATES STANDARD GRADES
ESTABLISHED)
Plums, including damsons or preserving plums, and fresh prunes
should be picked at such a degree of maturity or approaching ripe-
ness that they will reach the consumer in good, sound, nearly ripe
condition. Careful handling is needed to prevent decay in shipping.
As these fruits do not ripen uniformly, care must be exercised to
cull out the overripe fruit. Cracked, ill-shaped, off-colored, wormy,
or otherwise defective fruit should be kept out. One soft plum will
wet the plums which touch it and start decay in them. Crates
supplied with 1-quart baskets, climax, and stave baskets prove satis-
factory as containers.
FlG. 5. — Pears which were too ripe when shipped and which were not properly
packed were badly bruised and decayed at the journey's end
VEGETABLES
ARTICHOKES
Two vegetables are known by the name artichoke. The one is the
Globe artichoke, of which the blossom head is the part used; the
other is the Jerusalem artichoke, with underground edible tubers.
Jerusalem artichokes. — Jerusalem artichokes are little used in this
country and present no particular problems in shipping by parcel
post.
Globe artichokes (United States standard grades established).—
Globe artichokes are considered a delicacy. They should be packed
in a container that will give protection from bruising, yet give suffi-
cient ventilation to prevent scald.
ASPARAGUS (UNITED STATES STANDARD GRADES ESTABLISHED)
The tender young shoots of asparagus should be cut often enough
so that they do not become tough or overgrown. They should be
cut when dry, should be carefully culled, and tied in one-half pound
or pound bunches, with the tops even and the bottoms cut off.
(Fig. 6.) Wrapping in parchment or similar paper improves the
MARKETING FARM PRODUCE BY PARCEL POST
25
appearance. Asparagus loses quality according to the length of time
between gathering and cooking. The usual commercial container,
which is a crate made narrower at the top than at the bottom, to suit
the shape of the bunches, can be used in parcel post, but if smaller
quantities than a small crate are wanted by the customer, any suit-
able container that affords protection and ventilation may be used.
If the ends of the asparagus are set in a layer of clamp moss, drying
out will be largely prevented.
BEANS
Snap beans, green or wax (United States standard grades estab-
lished). — Snap beans, whether bush or pole variety, or whether
Fig. 6. — Satisfactory (three to left) and unsatisfactory (five to right) stalks of
asparagus
green or wax color, should be picked when free from rain or dew,
when tender, when crisp enough to snap, and before the seed is
large enough to bulge the pod very much, although a few varieties
are desirable even after distinct bulging of the pod has occurred.
Any defective, rusty, insect-eaten, discolored, or undesirable beans
should be sorted out. The beans should always be fresh-picked when
shipped. Varieties which have little if any string are always pre-
ferred by customers. Any available container that will carry beans
properly and keep them fresh with ventilation will serve the purpose.
A splint basket makes a good container for beans.
Lima beans. — Lima beans should be gathered when dry and may
be shipped either in the pods or shelled. When in pods, a tox, basket,
26
EAKMERS 9 BULLETIN 1551
or crate can be used as a container. Only good, clean, full pods
should be shipped.
Shelled Lima beans should be shipped as soon as possible after
being picked and shelled, as they heat easily and soon become spoiled.
A splint basket or a container supplied with the ordinary 1-quart
berry baskets make a suitable container. As Lima beans shrink
noticeably both in size and weight after they are shelled, the pro-
ducer should allow for the shrinkage and should be sure to ship a
full measure. The customer should be told that immediately on
receipt of the shipment the beans should be spread out on a table
top or suitable place and allowed to cool. Although Lima beans may
be kept several days in a refrigerator or other cool place they are
likely to become discolored and tough and to lose quality.
Dry or shell beans. — Dry or shell beans are not perishable, as are
fresh vegetables, and they can be shipped satisfactorily in a bag of
any kind of material that is sufficiently strong. If included in mis-
cellaneous shipments, a bag which is less strong may serve the pur-
pose. They should be clean, of practically uniform size, free from
disease and insect injury, discolorations, or other defects.
Either ripe or dried Lima beans can be as readily shipped as can
dried beans of other kinds.
CABBAGE (UNITED STATES STANDARD GRADES ESTABLISHED)
A producer who wishes to market cabbage direct to the consumer
should select a variety that produces firm heads that are small to
medium sized, of good, tender quality. The heads should be carefully
trimmed of waste leaves and the stalks should be cut close to the
head; soft, bursting, or decaying heads must be excluded. Because
of the weight of cabbage in comparison to its value, direct marketing
will not be found feasible, but in shipping of miscellaneous vege-
tables the cost may be justified.
CANTALOUPES, PROPERLY NAMED MUSKMELONB (UNITED STATES STANDARD GRADES
ESTABLISHED)
To be satisfactory cantaloupes must first of all be of a variety of
good quality. As cantaloupes cross-pollenize very readily, care must
be taken in producing seed, or a trustworthy seedsman must be
patronized. Cantaloupes do not cross-pollenize with pumpkins,
squashes, cucumbers, and gourds, as is commonly believed. They
should be pulled from the vines when fully netted and when they
will nearly part from the vine clean, giving " a half slip," tear-
ing the flesh of the melons a little. This will require care, as melons
tend to ripen rapidly under hot-weather conditions. The melons
must be firm to reach the consumer without becoming soft or mushy.
Cantaloupes require careful handling, because every bruise lessens
the value and attractiveness. No bruised, overripe, matured, poorly
netted, or otherwise defective cantaloupes should be included. Canta-
loupes should preferably be packed in crates that will hold a given
number of the size to be shipped. They can also be shipped success-
fully in climax or splint baskets if handled properly in transit. A
little packing material may be used to prevent bruises in shipping.
The melons should be picked in the morning and should be kept in a
cool place until shipped.
MARKETING FARM PRODUCE BY PARCEL POST
27
CAULIFLOWER AND BROCCOLI (UNITED STATES STANDARD GRADES ESTABLISHED)
The heads of cauliflower and broccoli should be carefully handled
when cut from the stalk and at every later stage. In trimming, pre-
paratory to packing, at least one circle of the larger outer leaf
stems, besides the smaller ones beneath these, should be left to pro-
tect the head. The tops of the leaves should be cut off even with the
head. Inferior, discolored, diseased, or insect-damaged, or over-
grown, or ricy heads, or heads otherwise defective should not be
marketed. They should be packed and shipped promptly after gath-
ering. Paper is sometimes placed over each head and tucked down
inside the leaf stems for additional protection. The consumer should
be informed that cauliflower should be used as soon after receipt as
convenient. Besides being included in miscellaneous assortments of
vegetables, cauliflower can be shipped in baskets, boxes, or crates.
CELERY (UNITED STATES STANDARD GRADES ESTABLISHED)
Only firm, fresh, well-bleached, clean celery should be shipped.
After gathering, it should be washed and well trimmed of rootlets
and loose and discolored leaves and stems. The stalks in each ship-
ment should be of proper length and practically uniform in size, and
most consumers prefer celery that has been bleached white. The
producer should select a variety which bleaches or blanches readily.
The stalk should be freed of water as thoroughly as possible by taking
hold of each stalk by the base and giving it a swinging jerk to dis-
lodge water from among the stems. The celery may then be wrapped
in paper and packed in a basket, crate, or other container which will
allow some ventilation but not enough to cause excessive evaporation
and wilting.
In quoting prices on celery care must be taken to state whether the
quotation is by the single stalk or by the bunch, if tied in bunches of
more than one stalk.
CORN
Green sugar corn (United States standard grades established). —
As the sugar content of sugar corn begins to change to starch soon
after the ear is pulled from the growing stalk, sugar corn should
be packed and shipped as soon as possible after it is gathered. It
should be gathered at the stage of growth or development known as
" in full milk," but before showing any signs of denting or toughness.
Varieties that do well in the producer's section and that produce a
high quality of product should be grown. All ears marketed should
be well filled and well developed and practically free from worms
and worm injury or other defects. The ears should be shipped with
the husks on in a container that will prevent bruising and will afford
some ventilation. In shipping sugar corn farmers should be sure
they do not violate the quarantine against European corn borer,
J apanese beetle, etc.
Dried sugar corn. — Dried sugar corn can be used in the winter
when corn is out of season. Producers who can grow good sugar
corn and who will give proper attention to drying it have developed
a satisfactory business in marketing it direct to the consumer. Only
good, bright-colored, dried corn should be shipped. Sweet corn, if
dried too quickly, becomes too dark to market, and should be dried
only when in the best eating condition as green corn.
28
FARMERS' BULLETIN 1551
Pop corn, — Pop corn can be shipped satisfactorily in almost any
container. It may be shipped either on cob or snelled. Shelled
pop corn costs less to ship than an equal amount of corn on the cob.
It should be of a good popping variety and fully ripened on the
standing stalk before frost. -It should then be stored in a well-
ventilated place until thoroughly dried. Only sound, clean corn is
acceptable. Farm boys and girls may develop a business in selling
pop corn in either popped or unpopped state.
CUCX T MBERS (UNITED STATES STANDARD GRADES ESTABLISHED FOR SLICING
CUCUMBERS)
Cucumbers may be marketed direct to the consumer either for slic-
ing fresh or for pickling. For slicing a variety should be selected
which produces long, straight, smooth cucumbers from 6 to 9 inches
in length. The cucumbers should be cut and not pulled from the
vine. Spongy, crooked, thick and short, yellow, runty, and overlarge
Fl ?.„ 7 ~ Four cucumbers on the loft practically uniform in size, shape, ami coloring.
Ihese are much more attractive and salable than the five Irregular and defective
specimens (culls) shown on the right
cucumbers and those showing signs of ripening or those having
wilted, shrunken, or undeveloped ends should be culled out. (Fig. 7.)
For pickling a good variety for the purpose should be grown and
the cucumbers should be of the size wanted by the customer ; usually
those from 1 to 4 inches in length are wanted.
EGGPLANT (UNITED STATES STANDARD GRADES ESTABLISHED)
Eggplant should be cut when the fruits are of proper size and
development and before they become tough. Fruits defective from
any cause will not be satisfactory. The fruits should be handled
carefully, wrapped in paper, and carefully packed. Excelsior or
crumpled paper may be used for packing material when necessary to
protect the fruit.
KALE
Kale should be fresh, free from sand, dirt, insects, and insect
ininrv. and should be of good green color, without decayed leaves or
MARKETING FARM PRODUCE BY PARCEL, POST
29
stalks shooting seed tops, and of proper size according to the season.
Kale carries satisfactorily by parcel post when packed in baskets,
crates, or boxes, but it must have ventilation if it is to be more than
24 hours in transit. If not supplied with ventilation it begins to turn
yellow rather quickly and loses its edible quality very rapidly.
LETTUCE (UNITED STATES STANDARD GRADES ESTABLISHED)
Lettuce for marketing is of two kinds — head and loose leaf. The
head varieties are preferred by many people, though the loose-leaf
varieties are much used in some parts of the country. A variety or
varieties should be produced which yield satisfactorily both in qual-
ity and quantity. Head lettuce should be well developed, and the
inner leaves should be white or nearly so before cutting. Lettuce
should be free from dirt ; no discolored, insect-damaged, diseased, or
imperfect heads should be shipped. Loose-leaf lettuce should be cut
when of considerable size but tender and crisp, and the old outer
leaves should be trimmed off. Lettuce should be dry when packed.
Fig. 8. — Lettuce, loose-leaf type, shipped in corrugate paperboard containers, which
carry it satisfactorily
Almost any kind of container will serve for lettuce. If properly
gathered and shipped dry, with instructions to the customer that it
should be put in cold water on receipt, to replace evaporated water
content and freshen it, it may be shipped long distances. Figure 8
shows loose-leaf lettuce shipped in corrugated paperboard containers.
Lining the container with parchment paper improves the carrying
possibilities.
ONIONS
Onions, green spring. — Onions should be pulled before they are
too old or tough to prove satisfactory; they should be properly
cleaned and trimmed and tied in bunches, with the tops left on or
trimmed off as the customer wishes. Any suitable container may be
used that will keep them clean and free from bruising. If green,
though well-grown bulb onions are wanted, they may be prepared
by cleaning and cutting off the roots and tops.
Onions, dry (United States standard grades established for Ber-
muda, northern grown, and Creole onions). — All dry onions should
be ripe, well cured, dry, and free from rot, disease, and insect injury,
30
FABMERS ' BULLETIN 1551
and clean. Onions of practically uniform size and shape give better
satisfaction than irregular ones. No sprouted or frozen Kulbs should
be included.
PEAS, FRESH OB GREEN (UNITED STATES STANDARD GRADES ESTABLISHED)
Peas should be picked at a proper state of development and should
be shipped in the pod. They should be gathered when dry ; colored
pods or any pods which are hard ripe or beyond a proper state of
tenderness, or are poorly filled, diseased, insect-injured, or otherwise
defective or dirty should be kept out. A basket, crate, or hamper
which allows ventilation is the most satisfactory container for peas.
If not allowed ventilation, the peas are likely to heat and mold.
PEPPERS
Peppers, sweet (United States standard grades established). —
Peppers should be well grown and of uniform size and color. No
wilted, cracked, or dirty, diseased fruit should be included. They
should be crisp when shipped and be so packed that the fruits will
not be crushed, cracked, or split. Most users of sweet peppers want
a variety which has outer walls of relatively thick flesh.
Peppers, hot. — Hot peppers ma^ be supplied according to the
wishes of the customer. If the producer saves his own supply of
pepper seed it must be kept in mind that, if both hot and sweet
peppers are grown in the same garden or truck patch they will cross-
pollonize, and many peppers on the sweet plants will be more or
less hot.
POTATOES (UNITED STATES STANDARD GRADES ESTABLISHED)
Occasionally it may be found profitable to market potatoes by
parcel post. They should be of a good table variety ; they should be
clean, smooth, sound, and of good grade generally. Those affected
with sunburn, disease, second growth, and bruises should be culled
out. Potatoes less than 2 inches in diameter should not be shipped ;
the size should be fairly uniform.
New potatoes especially may at times be economically included in
assorted parcels of vegetables. When shipped loose the container
may be a bag, box, crate, or basket; but if shipped in a bag they
are likely to be bruised and injured, unless the distance be short.
Potatoes are perishable and should be handled accordingly. Oc-
casionally a consumer may want small potatoes for such purposes
as making salad. These can be supplied at a somewhat lower price
than larger ones.
PUMPKINS AND WINTER SQUASHES
Pumpkins and winter squashes are heavy in weight in comparison
with their value and usually can not be economically shipped direct,
but at times the price returns may make it feasible to market them
by parcel post. They should be of good quality and in good condi-
tion. The producer should endeavor to supply the variety, size,
shape, and color wanted by the customers. Any available container
which will prevent bruising and yet carry well will serve the
purpose. Small-sized pumpkins and squashes can conveniently be
included in assorted shipments.
MARKETING FARM PRODUCE BY PARCEL POST
31
SPINACH (UNITED STATES STANDARD GRADES ESTABLISHED)
Spinach should be of good green color, free from yellow or decayed
leaves, crisp, free from insect injury, and of proper size according
to the season and the market requirements. If necessary, should be
thoroughly washed to free it from earth and sand. Unwashed spin-
ach ships better than washed.
A plant called New Zealand spinach (not a true spinach) produces
freely and continuously throughout the hot weather of the summer
until killed by frost. For summer greens it has been found desirable.
SQUASH, SUMMER
Summer squash should be of the kind and degree of maturity
Wanted by the customer. Diseased, insect-injured, poorly developed
squash should be excluded. A little packing material prevents
bruises.
RHUBARB
Rhubarb, which is in season in the late winter and spring, and
which may be produced in a cellar or other indoor place if properly
handled, should be of as good size as possible and should be pulled
before it becomes tough or strong. It is usually tied in bunches of
three to six stems. Leaves should be removed before direct market-
ing, and only fresh, clean, well-developed stalks or stems should be
shipped. A basket, crate, or box which allows some ventilation
should be used.
BOOT VEGETABLES (UNITED STATES STANDARD GRADES ESTABLISHED FOB BUNCHED
BEETS, BUNCHED RADISHES, AND BUNCHED TURNIPS, AND FOR BUNCHED AND TOPPED
CARROTS ) *
Root vegetables may be divided into bunched vegetables and ma-
tured or main crop. Beets, carrots, radishes, salsify, and turnips
when grown as early crops are frequently tied in bunches. This is
desirable for two reasons : First, to keep the roots as nearly fresh as
possible until used, and second, some consumers use the tops either
as greens or for cooking with the vegetables themselves, as beets.
Root vegetables with the tops left on will frequently pack more
' readily if not tied in bunches. When the consumer is satisfied to
have the tops removed the shipment can be made more economically.
The new or early root vegetables should be marketed when large
enough, but still in tender condition. The mistake should not be
made of shipping old, overgrown roots of early varieties of root
crops, as they will not give satisfaction.
Main crop or matured root vegetables are usually firmer than
early crop root vegetables and can have the tops cut off entirely.
All root vegetables should be properly developed, tender, fresh,
sound, and clean, with overgrown, oversized, or those with hard
stringy cores sorted out. A bucket, basket, or crate is satisfactory
as a container for root vegetables.
SWEET POTATOES (UNITED STATES STANDARD GRADES ESTABLISHED)
Sweet potatoes should be of good shape and color for the variety;
they should be clean, sound, and bright, and those which are small
should be discarded. Many persons like sweet potatoes of medium
32
farmers' BULLETIN 1551
and fairly uniform size. They must be handled carefully, as bruises
and cuts not only cause poor appearance but are likely to start decay.
Chilling should be prevented.
Sweet potatoes are of two types: The one is dry and mealy, the
other is moist and sweet. The producer should grow the kind wanted
by his customer, and they should be well matured and properly
cured. (The curing and storing of sweet potatoes is treated in
Farmers' Bulletin 1442. 1 ) Sweet potatoes can easily be included in
assorted shipments. If sweet potatoes are shipped alone, a container
Fig. 9. — " Bunched " vegetables. From left to right: Long radishes, onions, beets,
carrots, and round radishes
should be used that will protect them from bruises and, in cold
weather, from the cold. A bag is not suitable.
TOMATOES (UNITED STATES STANDARD GRADES ESTABLISHED)
Considerable care must be taken in picking, handling, and packing
tomatoes to prevent their being bruised, cracked, or mashed. The
stems should be removed. If for immediate use, the tomatoes may
be practically ripe, but must be sound and firm. If the customer
1 ^ H( JjY PSOX ' 1 i!v 0, storage of sweet potatoes. U. S. .Dept. Agr. Farmers* Bui. 1442,
MARKETING -FARM PRODUCE BY PARCEL POST
33
wants a supply for several days or a week, the tomatoes may be
picked in the various stages of ripening, so as to ripen according to
the customer's needs. No ill-shaped, split, wormy, or otherwise
defective tomatoes should be shipped for eating purposes. A fairly
uniform size proves most satisfactory. Any basket or crate in which
a good firm pack can be made will serve as a container. If shipped
with other fruits or vegetables, tomatoes must be so packed as not
to mash. Wrapping each tomato in soft paper improves the carrying
possibilities.
POULTRY
The great bulk of poultry consumed in this country consists of
young and old chickens. What is said here in regard to marketing
poultry has particular reference to chickens but may be applied to
other kinds of poultry.
Anyone who wishes to market chickens direct to the consumer must
endeavor to supply what the consumer wants. Young dressed
chickens include broilers, weighing from 1 to 2 pounds ; friers, weigh-
ing from 2y 2 to 3% pounds; and roasting chickens weighing from 4
to 8 pounds. The so-called meat breeds are usually considered much
more satisfactory for table use than are the egg breeds. Some con-
sumers prefer a yellow-skinned chicken, whereas one with white skin
is preferred by others. Breeds with light-colored feathers usually
present a better appearance, as dressed poultry, because of the absence
of the dark stains that are left in the skin of dark- feathered fowls
when picked.
FATTENING POULTRY
Poultry, whether broilers, friers, roasters, or old fowls, must be
properly fattened and in good, tender condition to prove satisfactory.
Chickens, young or old, having free range on the farm are generally
not in prime condition for table use. Fattening is most successfully
accomplished by confining poultry to coops in which not more than
x % square feet of space is available for each young chicken and not
more than 1% square feet of space is available for each of those half
grown or larger. Extensive study and experience show that soft
feeds such as a mixture of ground grains, mixed with sour milk or
buttermilk, produces much bettei flesh for table use than that pro-
duced by grain feeding, A fattening period of about 10 to 12 days
is usually sufficient for young chickens; old ones (fowls) may be
fattened in 5 to 7 days.
KILLING POULTRY
For 24 hours before chickens are killed they should have water to
drink but should have no feed. Feed in the crop or intestines of a
chicken when it is killed causes loss of flavor and hastens decay.
Chickens may be killed either by cutting off the head or by hanging
the chicken by its feet and then inserting a suitable narrow-bladed
knife in the mouth and giving a diagonal cut just back of the bony
part of the head to sever the main blood vessels in the neck. If this is
done properly the chicken will bleed freely. For humane reasons,
" braining " should be practiced.
Braining is done by thrusting the knife through the roof of the
mouth, into the brain, until the point of the knife touches the skull ;
the knife should then be given a twist to cause paralysis.
34
farmers' BULLETIN 1551
There is a way of piercing the brain by inserting the knife under
the eye. 2
If the chicken is to be dry picked, braining causes the feathers to
" let go " or pull easily.
If the chicken is killed by cutting the head off, the skin should be
drawn back on the neck so that when the dressing is completed it
can be tied over the end of the severed neck. Some customers may
want poultry with the head on as they can then judge somewhat
whether the fowl was healthy.
Good bleeding is necessary to the production of a first-class dressed
carcass, and gives a much better appearance. Hanging up by both
legs to keep the carcass in good shape is the best way to get a
thorough drainage of blood.
DRESSING CHICKENS
A dressed chicken may have the feathers off or the feathers, head,
and feet off. In these cases it is more properly described as partly
dressed. Or it may have feathers, head, and feet off and be drawn
in addition; that is, have the entrails taken out, which would make
it fully dressed. Care is needed both to do a good job of the dressing
of the fowl and to prevent bruises, broken bones, and scarred or
broken skin or soft places in the flesh. Cleanliness in tools and
materials used and in work is necessary.
Picking a chicken is accomplished by the scalding method or by
dry picking. Some consumers are satisfied with scalded poultry,
whereas others want it dry picked. Unless care is exercised, the
scalding is likely actually to scald the skin. If this happens, the
poultry is not likely to keep as well as dry-picked poultry, because
the skin is more likely to be torn. Water just below the boiling
point should be used, and the poultry should be scalded only enough
to loosen the feathers. This produces a fairly acceptable carcass if
done with care. The feet and head of the fowl should not be im-
mersed in the scalding water; they should be washed in cool water
after the fowl is picked. Head, legs, and feet should be thoroughly
cleaned to give a good appearance.
Dry picking generally produces a more satisfactorily finished
product. 3 Figure 10 shows a good dry-picked chicken and one with
skin torn from scalding. Dry-picked poultry usually gives better
satisfaction than scalded poultry, as it has a better appearance, is
of better quality, and keeps longer.
Undrawn fowls may be shipped with head and feet on or removed,
as customers request. If the head is removed, the neck skin should
be drawn over the severed neck end and tied to keep the end of the
neck from being exposed to the air. At the same time the neck can
be tied back into place. Both neck and feet should be wrapped in
tough wrapping paper and tied with cloth bands, as described later.
Some customers want chickens to be drawn. Although this is
somewhat more economical in postage costs, drawing shortens the
time of keeping in good condition. Removing the entrails of a
2 Pennington, M. E., and Betts, H. M. P. how to kill and bleed market poultry.
U. S. Dept. Agr., Bur. Chem. Circ. 61: 1-11, illus. 1915. (Revised ed.)
3 United States Department of Agriculture, Bureau of Agricultural Economics,
how to pick chickens. U. S. Dept. Agr. Misc. Circ. 42, 14 p., illus. 1925.
MARKETING FARM PRODUCE BY PARCEL POST
35
chicken exposes the internal surface to the air and gives opportunity
for decomposition to set in much more quickly than in an undrawn
one. If full-dressed poultry is prepared for shipment by parcel
post, the dressing must be done carefully and thoroughly. The walls
of the abdominal cavity must be thoroughly washed out to remove
all blood and refuse. The cavity should then be dried with a cloth
on which a little salt has been sprinkled. The giblets should be
washed, dried, salted,
and tied in a cloth.
They will not carry suc-
cessfully if merely
cleaned as for home
cooking and placed
loosely in the cavity of
the fowl, for this may
cause decay. In hot
weather drawn poultry
should not be shipped
if it will be in transit
any considerable length
of time.
SHRINKAGE IN DRESSING
Before marketing
dressed poultry the pro-
ducer should know the
amount of shrinkage re-
sulting from dressing.
Practically every farmer
knows what price he can
get for live chickens or
fowls. This, then, is the
basis on which, if need
be, prices may be de-
cided. Loss in dressing
varies greatly, as it de-
pends on type or breed
of fowl, condition, and
age. The relative loss
in dressing small chick-
ens is greater than in
dressing large ones. A
well - fattened chicken
loses less proportion-
ately in dressing than a
thin, unfattened one. Food in the crop or intestines also has a
bearing on the shrinkage. It is not possible to state an average
percentage of shrinkage to be expected because of the wide range of
shrinkage caused by size, weight, type or breed, and condition. Ex-
perimental records and inquiries made of dealers and others show
that loss of weight by bleeding and picking varies from 8 to 17 per
cent, and in full dressing it varies from 20 to 40 per cent.
Fig.
10. — Comparison of scalded chicken (left)
dry-picked chicken (right)
and
36
FARMERS ' BULLETIN 1551
It is well worth while for each producer to determine for himself
how much the shrinkage amounts to in dressing his own chickens.
He should make a record of the live weight before killing, the weight
after bleeding and picking, and then, if the fowl is fully dressed, a
record of the weight after thoroughly cooled, chilled, and ready for
packing and mailing.
CHILLING DRESSED POULTRY
Dressed poultry, to carry satisfactorily and reach the customer in
good condition, must be cooled and, if possible, chilled before pack-
ing and mailing. In most of the country during the fall, winter, and
spring, when the weather is cool or cold at least at night, the chilling
of poultry is easily done. The ideal temperature ranges from 32° to
38° F. ; the air should be dry. Such.conditions, even in winter, do not
always prevail. Care must be taken that a freezing temperature is
not reached before the animal heat is thoroughly out of the carcass.
After the dressing has been completed the carcass should be shaped
by drawing the thighs close to the body and tying them in place.
Cloth bands are tied around the fowl and are kept there until the
cooling and chilling is completed. A cord or string should not be
used for tying, as it may cause a crease or may even bruise the flesh.
The fowl should then be put into a clean dry place and kept there
until the body heat has disappeared and the temperature of the body
cavity of the fowl is the same as that of the external^parts. An
indoors temperature of 35° to 40° F., with a circulation of air, is
satisfactory if the lower temperature is not available. A spring
house or cold cellar may serve as a cooling place. If neither is avail-
able, hanging the dressed poultry down into a well, but keeping it dry
in a covered vessel, may prove satisfactory if the shipping distance is
not great nor the time in transit long.
Dry cooling or chilling is to be preferred, but if no other' means
are available immersing the dressed poultry in cold water may be
resorted to. Care must be exercised to have the carcass cool through.
Cooling in water should be done in as short a time as possible, to
preserve flavor and quality, and the carcass should be thoroughly
dried when the chilling is finished. Head and feet, if not removed,
should be cleaned so as not to contaminate the chilling water.
Usually from 12 to 24 hours is required to cool thoroughly a
dressed fowl ; therefore it is best to cool a dressed fowl the day before
it is to be mailed. But if satisfactory cooling facilities are available,
cooling in the early morning and mailing in the evening give satis-
factory results. In no case should poultry be packed and mailed
with body heat yet remaining.
Many kinds of containers have been used successfully in shipping
poultry by parcel post. Figure 11 shows a dressed chicken shipped
during warm weather in May. The chicken had been properly
chilled and was well packed by being wrapped in parchment paper,
packed in excelsior, then inclosed in a jacket of corrugated paper
board, and finally wrapped in good stout wrapping paper. Although
the parcel was in the mails 48 hours, the chicken was in good
condition.
Ready-made containers can be obtained, or they may be impro-
vised from corrugated paper-board boxes, such as are readily ob-
tained at many places without cost. Strict care must be observed
MARKETING FARM PRODUCE BY PARCEL POST
37
that no odors of any kind are on the packing materials ? especially
on the corrugated paper-board boxes, as poultry readily absorbs
odors and its value as food is greatly reduced or destroyed. Figure
12 shows an improvised box scored; that is, creased with a blunt
knife, but not cut through. Figure 13 shows the box when packed,
folded, tied, and ready for mailing. It is not necessary to improvise
a box container if care is taken that at least two thicknesses of cor-
rugated paper-board covers the parcel and that it is tied securely.
Splint baskets have been used with success. (Fig. 14.) If they
are to be used more than once, they should be of the drop-handle
style so as to nest one into the other; they can then be returned to
the producer a number at a time in one package. Climax baskets
Fig. 11. — Dressed chicken received by parcel post during warm weather in May. As
this fowl had been killed and packed properly, it was received in good condition,
notwithstanding the fact that 48 hours had elapsed since the shipment was mailed.
Parchment paper, excelsior, a piece of corrugated paperboard, and wrapping paper
were used for a container
have not proved satisfactory for poultry shipments, nor have shoe
boxes or boxes of similar lightweight paper board, as they are not
stout enough.
PACKING DRESSED CHICKENS
Packing should not be done until just before the time to mail. All
the packing material and the containers should be cooled and the
packing should be done in a cool room with a temperature of 40° F.,
or below if possible. Head and feet should be wrapped and the
head turned back and placed against the bony part of the chicken.
Clean wrapping paper next to the carcass, surrounded by additional
wrapping of newspaper, is useful to keep out the heat. Vacant
corners in the container or package should be filled out with crumpled
newspaper or excelsior. Every care should be taken that the chicken
38 farmers' BULLETIN 1551
Fig. 12. — Piece of corrugated paperboard cut and scored to form a box 4 by 5 by
11 inches in size
may be in good shape and of good appearance on unpacking. The
outer wrapping of every parcel should consist of good wrapping
paper securely tied. If a splint basket is used, packing should pro-
ceed as already directed. At the end a pad of corrugated paper
board, stout pasteboard, or thin, shaped wood should be placed on
top of the contents and tied, as shown in Figure 14.
Fig. 13. — Piece of corrugated paperboard, as shown in Figure 12, folded to form a
box and tied with twine
MARKETING FARM PRODUCE BY PARCEL POST
39
After it is packed, poultry should be kept in as cool a place as avail-
able and should be posted as near outgoing mail time as possible. It
should be marked, " POULTRY, PERISHABLE," preferably in
printed letters made by a rubber stamp or by hand. The customers
should understand that poultry must be unpacked promptly on
receipt and properly cared for.
EGGS
More parcels of eggs than of any other one product pass through
the mails.
Many cities could be supplied with a considerable portion of their
fresh-egg supply from within the first and second zones (and, when
eggs are high priced, from the third zone) by parcel post. By such
Fig. 14. — Shipment of dressed poultry in splint basket. The cover of corrugated
paperboard is easily tied down, as twine can be drawn between the splints wher-
ever needed
direct contact the producer should secure somewhat better prices for
his eggs than are realized by other methods of marketing, and the
consumer should obtain* a fresher quality at no increased cost, or,
perhaps at a reduction in price. The producer who does not have
satisfactory marketing facilities may find in the parcel post a means
of solving his egg-marketing problems, especially in the case of the
man whose flock is so small that he can not make case shipments in
the regular 30-dozen egg case.
Only such eggs should be shipped as are produced by healthy
fowls Kept under proper sanitary conditions and supplied with sound,
wholesome feed. If possible, only infertile eggs should be produced
for market, as fertile eggs deteriorate rapidly and are the cause of
much loss. A broody hen on the nest or exposure to a temperature
40
farmers' BULLETIN 1551
from other sources sufficient to start incubation causes all such eggs
to spoil.
Eggs should be cared for carefully. The fowls should be kept
under such conditions that the eggs will not be soiled in the nest by
mud from the feet of the hens or otherwise; the
eggs should be gathered at least once a day (twice
a day is better), and should be stored in a well- ven-
tilated place^ which must be kept as cool as possi-
ble. Eggs intended for high-class trade should
never be washed, as washing removes the natural
mucilaginous protective coating of the egg and
opens the pores of the shell. Eggs which are soiled
should never be sent to a parcel-post customer.
In spite of the greatest care it sometimes hap-
pens, under ordinary farm conditions, that an oc-
casional bad egg appears among those sent to
market. It is wise to candle every egg shipped;
any defective ones should not be marketed. Can-
dling is "the process of testing eggs by passing
light through them, so as to reveal the condition
of the contents." Homemade egg candlers may
be easily and cheaply made by using any light
that is strong enough for the purpose. An elec-
tric light is best, but a good kerosene lamp, gas,
or sunlight may be used. One of the simplest and most satisfactory
homemade devices consists of a length of stovepipe with an electric
light or kerosene lamp set inside. A round hole l 1 /^ inches in diam-
eter should be cut directly on a level with the light. (See fig. 15 A.)
A tin can having a removable top and large enough to take an
incandescent lamp, with a l^-inch hole opposite
the light filament, is another satisfactory home-
made device where electric light is* available. (See
fig. 15B.) Such candling devices should be used
in a darkened room. A simple device for use out-
doors consists of a long heavy pasteboard tube
like a mailing tube, large enough to admit the
end of the egg. The eye is placed at the other
end, and as the sunlight passes through the egg
its condition is indicated.
•Only first-class eggs can be marketed successfully
by parcel post. The shipping of bad eggs causes
dissatisfaction or even loss of customers, and in
interstate shipments, if there are more than 5 per
cent of bad eggs in a shipment, the Federal pure
food law is violated. There is, however, no ex-
cuse for any bad eggs among those marketed.
Fig. 15A. — A length
of stovepipe and a
lamp or electric
light are easily
converted into an
egg candle. A hole
1^4 inches in di-
ameter should be
cut opposite the
light
EGG CONTAINERS
Fig. 15B. — An electric
light and a tin can
with removable top
make a cheap and
easily constructed
egg candle. A hole
114 inches in diam-
eter should be made
opposite the light
filament
Experience has shown that parcels containing
eggs are frequently mailed in containers not suf-
ficiently strong and inadequately prepared and protected; these
are a cause of complaint. The containers often can be secured more
easily by the consumer, but the producer should make it a point to
secure, through his local dealer or otherwise, such containers or car-
MARKETING FARM PRODUCE BY PARCEL POST 41
riers as meet the requirements of the postal authorities and will carry
the particular product in a satisfactory way. Containers can be
obtained from most farm-supply houses and from mail-order stores.
Fig. 16.— Shipment of eggs by parcel post requires strong, light containers. .1. cor-
rugated pasteboard container ; B, metal container
The ideal container must be simple in construction, efficient in
service, and cheap. Any part which is to be opened should be so
marked or notched as to indicate the part to pull up or out.
Trials of many different styles and makes of containers or cartons
for shipping eggs by parcel post have been made in experimental
shipments. A number proved satisfactory in extended trials. (Fig.
42
FARMERS' BULLETIN 1551
16.) Any container which meets the postal requirements and which
serves the purpose properly can be used.
The postal requirements for mailing eggs are as follows :
Eggs shall be accepted for mailing when packed in crates, boxes, baskets,
or other suitable containers, so constructed as properly to protect the contents ;
such packages to be transported outside of mail bags. All parcels containing
eggs should be plainly marked " Eggs." When necessary, they should be marked
" This side up."
Eggs for hatching shall be accepted for mailing, when each egg is wrapped
separately and surrounded with excelsior, wood wool, or other suitable material
and packed in a basket, preferably with a handle, or other suitable container.
Such parcels shall be labeled " Eggs for hatching," " Keep from heat and cold,"
" Please handle with care," or other suitable words, and shall be handled outside
of mail sacks.
PACKING EGGS FOR SHIPMENT
If the trade requires it or if it can be done without any disadvan-
tage the eggs for packing should be assorted as to size and color.
Eggs irregular in shape, those which are unusually long or thin
shelled or which have shells otherwise defective, should be kept by
the producer for home use, so that breakage in transit may be reduced
as much as possible.
Regardless of the style of the container, each egg should be
wrapped with soft wrapping or newspaper, so that it will not shake
about, and also to retard leakage if the egg be broken.
MEATS
Both fresh and cured meat can be successfully marketed by parcel
post. The marketing of fresh meats in warm weather requires that
very careful attention be given to chilling, packing, and mailing.
Few farmers have facilities for cooling or chilling fresh meats, and
so are not in position to market fresh meats except when the weather
is normally cool or cold.
Fresh beef, if properly chilledfcind packed, can be sent considerable
distances even in warm weather, provided it be again promptly
chilled by the customer when it is received.
Fresh pork becomes tainted more readily than fresh beef and is
therefore more difficult to ship satisfactorily by parcel post. Fresh
pork sausage is usually much in demand by city dwellers and can be
marketed by parcel post during several months of the year, even if
refrigerating facilities are not available. If stuffed sausage or
sausage inclosed in casings is dried for a few days or a week it will
stand shipping much better. Sausage meat ground but not stuffed
is more exposed to contamination and therefore to spoilage. Scrapple
and pork products can be marketed by mail, but they require a good
container. Retail butchers can market by parcel post even in warm
weather if the meat is chilled thoroughly and packed properly with
plenty of packing and wrapping paper to keep out the heat, provided
the meat can be delivered to the customer within a few hours after
mailing.
The opportunities for marketing cured meats are much greater
than for marketing fresh meats, as cured meats can be sent through
the mails during the entire year. Cured hams, shoulders, bacon, and
smoked sausage can be sent by mail at a relatively low cost per pound,
as they do not require an expensive shipping container ; and such
meats are in demand by consumers at all seasons. Figure 17 shows a
MARKETING FARM PRODUCE BY PARCEL POST
13
Fig. 17. — A, ham and side of bacon wrapped in paper and shipped in corrugated
paperboard container ; B, ham shipped in a strong bag
wrapped ham and a wrapped side of bacon and a ham in a bag that
were shipped by parcel post. Figure 18 shows the appearance of the
ham and the side of bacon when unwrapped.
Pig. 18.— Ham and side of bacon shown iu Figure 17, unwrapped
44
farmers' BULLETIN 1551
CURING MEATS
Particular care should be taken by farmers who cure meats for
direct sale. Slaughtering should be done when the weather is cool.
The carcass should be chilled thoroughly so that all of the animal
heat is removed before the meat is cut up to be cured. A temperature
of from 34° to 40° F. is desirable. It is better if the carcass is not
allowed to freeze during the cooling process. The meat should not
be placed where there are any disagreeable odors, as fresh meats take
up odors readily. Cleanliness is very important for sanitary reasons
and because meat becomes tainted very easily.
The curing of meat should begin while the meat is still fresh. It
should be cut into uniform pieces and all ragged edges should be
trimmed. 4 Whatever method of curing is used, care should be taken
to keep the meat from taking up too much salt. After meats are
cured and smoked they should be chilled to air temperature and
Fig. 19. — Side of bacon trimmed and cured properly. This meat was shipped, un-
rolled, by parcel post
wrapped in paper or cloth, to exclude dirt and flies, and should be
stored in a dark room where there is ventilation to keep them in good
condition until they are marketed. Success in marketing cured
meats by parcel post depends to a large degree upon the proper curing
of meat of high quality and keeping it in good condition until mar-
keted. Figure 19 shows a piece of well-cured bacon which had been
shipped flat and was received in good condition.
CHILLING FRESH MEATS
If fresh meat is marketed by parcel post, it must be cooled before
it is packed. It should not be shipped until at least 36 hours after
the animal is slaughtered. It should be kept in a cool place and
should not be packed until a short time before it is shipped. As in
the case of poultry, care should be taken to prevent the meat from
cooling too rapidly. The shipping containers and wrapping paper
4 Ashbrook, F. O., Anthony, G. A., and Lund, P. P. pork on thd farm, killing,
curing, and canning. U. S. Dept. Agr. Farmera' Bull. 1186, 44 p., illus. 1021.
MARKETING FARM PRODUCE BY PARCEL POST
45
should be kept in a cool place until the meat is packed, as they will
help in keeping the meat cool while it is in transit.
Fresh meat received by parcel post should be unpacked and put in
a cool place immediately upon arrival, or it will soon become tainted.
Many city dwellers who have received fresh meat by parcel post and
left it in a warm place for several hours thought that the meat was
tainted because it was shipped by parcel post, but in many cases the
damage to the meat occurred after it was received.
PACKING MEATS FOR PARCEL-POST SHIPMENT
In general, the instructions that have been given for packing
poultry for shipment may be followed in packing fresh meats for
shipment. Cured meats need only to be thoroughly wrapped to
Fig. 20. — Four pounds of bulk sausage shipped by parcel post in corrugated paper-
board container ; each pound of sausage wrapped in parchment paper
exclude dirt, flies, and other insects. Usually it is desirable to use a
container. The meat should, of course, be wrapped in clean oil paper
or waxed or parchment paper before it is tied up or packed for
mailing.
Fresh meats require more careful packing for mailing^ than cured
meats unless the weather is relatively cool and the time in shipment
short. Fresh meats should be packed with sufficient packing mate-
rial to keep out the heat. The meat, the packing and wrapping
material, and the container should all be cold when the meat is packed
for mailing. Corrugated paper board supplies satisfactory insulating
material, keeping the cold in and the heat out. For sausage and
similar meat products a container is desirable to keep it in good shape
so that when delivered it will appear attractive. If bulk sausage is
crushed in transit, the paper in which it is wrapped is usually diffi-
cult to remove from the sausage. Stuffed sausage can be sent without
46
FARMERS ' BULLETIN 1551
a container, but better results are obtained if containers are used.
Figures 20 and 21 show actual shipments of sausage.
CERTIFICATES REQUIRED FOR INTERSTATE SHIPMENT
It is not necessary for a farmer to have Government inspection of
meat from animals slaughtered by him on his farm. No certificate is
necessary when shipping such meat to points in the same State unless
in the course of shipment the article is taken through another State.
The regulations governing the meat inspection of the United
States Department of Agriculture apply to any meat or meat product
derived from the slaughter of cattle, sheep, swine, or goats to be
shipped in interstate or foreign trade. Any farmer or person ship-
ping meat slaughtered by a farmer on the farm, by parcel post, if it
Fig. 21. — Parcel-post shipment of 5 pounds of sausage stuffed in casings. Container
open, snowing sausage, parchment paper, and container
goes to or through any other State, must fill out and file with the
postmaster two copies of the following form :
Date , 192__.
Name of carrier
Shipper I_
Point of shipment
Consignee ~~~
Destination 1
I hereby certify that the following-described uninspected meat or meat food
products are from animals slaughtered by a farmer on the farm and are
offered for transportation in interstate or foreign commerce as exempted from
inspection according to the act of Congress of June 30, 1906, and that at this
date they are sound, healthful, wholesome, and fit for human food, and contain
no preservative or coloring matter or oth<r substanre prohibited by the regu-
lations of the Secretary of Agriculture governing meat inspection.
MARKETING FARM PRODUCE BY PARCEL POST
Kind of product Amount and weight
47
(Signature of shipper)
(Address of shipper)
Any retail butcher or retail dealer who wishes to ship meat by
parcel post, if it goes to or through any other State, must first have
a certificate, to be obtained from the United States Department of
Agriculture, exempting his business from inspection. For each ship-
ment he must fill out and file with the postmaster two copies of the
following form :
Date , 192
Name of carrier
Shipper
Point of shipment
Consignee
Destination .
Number of exemption certificate
I hereby certify that I am a retail butcher or a retail dealer in meat or
meat food products; that the following-described meat or meat food products
are offered for shipment in interstate or foreign commerce under a certificate
of exemption issued to me by the United States Department of Agriculture,
and that at this date they are sound, healthful, wholesome, and fit for human
food, and contain no preservative or coloring matter or other substance pro-
hibited by the regulations of the Secretary of Agriculture governing meat
inspection.
Kind of product Amount and weight
(Signature of shipper)
(Address of Shipper)
Each certificate of this kind shall show the exemption certificate
number of the shipper.
Anyone who wishes to make interstate shipments of meats that
have been Government inspected must file a copy of the following
certificate, properly filled out, with the postmaster: Provided the
meat bears the marks of Government inspection :
Date 1 192__.
Name of carrier
Shipper .
Point of shipment
Consignee ,
Destination
I hereby certify that the following-described meat or meat-food products,
which are offered for shipment in interstate or foreign commerce, have been
United States inspected and passed by the Department of Agriculture, are so
marked, and at this date are sound, healthful, wholesome, and fit for human
food.
Kind of product Amount and weight
(Signature of shipper)
(Address of shipper)
48
FARMEKS 9 BULLETIN 1551
The signature of the person making the shipment or the person
who mails it must be written in full on the certificates filed with the
postmaster.
These certificate requirements are issued by the Bureau of Animal
Industry, United States Department of Agriculture, and that bureau
permits certificates to be printed, typewritten, made with a rubber
stamp, or in handwriting, but specifies that they should be on paper
5% by 8 inches in size so as to be convenient to file.
The foregoing requirements in regard to certificates to be filled out
and filed in connection with parcel-post shipments of meats apply
also to shipments of meats made by any other means of public-car-
rier transportation.
MARKING AND MAILING PARCELS OF MEAT
Parcel-post shipments of meat should be marked " perishable,"
and the words "fresh meat" should be used. Fresh meats should
be mailed as near time for dispatching mail as possible, preferably in
the evening. If parcels are. mailed on rural routes, the carrier should
be asked to give them the best care possible until he delivers them at
the post office. Exposure to the midday heat for several hours
often causes trouble. Sometimes lack of care of perishable parcels
mailed on rural routes before they reach the post office causes more
damage than the entire further mail service through which they go.
The post-office requirements for mailing fresh meat are the same as
those for dressed poultry.
SHRINKAGE IN SHIPPING MEATS BY PARCEL POST
There is no appreciable shrinkage or loss in weight in shipping
cured meats by parcel post, but fresh meats, if sent some distance,
rarely weigh as much when received as when shipped. Although the
loss in weight usually is small, it affects the price per pound. Every
ounce of loss in weight increases the price per pound to the consumer
and decreases the margin between country and city prices. A loss in
weight of an ounce on a 3 or 4 pound shipment makes a very small
difference in the price per pound, but a loss of an ounce on a pound
would be noticeable both in weight and price.
The loss in weight of meat in parcel-post shipments varies greatly
with the kind of meat, method of packing, length of time in transit,
temperature, and other factors. In experimental shipments of fresh
meat received by the Department of Agriculture the shrinkage varied
from practically none to as high as an ounce per pound. This maxi-
mum shrinkage occurred in only one of the shipments. The average
loss in weight was less than one-fourth ounce per pound, or approxi-
mately iy 2 per cent.
Unless consumers know that loss in weight occurs in meat shipped
by parcel post, dissatisfaction often results when they receive meat
that weighs less than the weight stated by the producer. The shipper
should try to avoid dissatisfaction by taking care to see that the
meat, when chilled ready for shipment, weighs as much as the weight
reported to the customer.
BUTTER
Butter is highly perishable unless it is handled under proper condi-
tions; yet the fact that many consumers obtain their supplies direct
MARKETING FARM PRODUCE BY PARCEL POST
49
from producers by parcel post, proved by the quantity passing
through many post offices, indicates that parcel-post marketing of
butter is feasible. It is usually an economical method, as the cost of
market distribution through the regular wholesale and retail chan-
nels of trade is relatively high in comparison with the cost of ship-
ments by parcel post from the first and second and sometimes more
distant zones.
Well-made butter, thoroughly chilled before shipping, when packed
in a suitable container, can be marketed satisfactorily by parcel post
when extreme high temperatures are not encountered. Under ordi-
nary conditions, where the butter does not melt and a firm or semi-
firm condition is maintained, the shipping of butter by parcel post
generally may be successful. Even though proper safeguards are
taken, shipments made during extremely hot weather are likely to
arrive in an oily and unsatisfactory condition.
QUALITY AND CONDITION OF BUTTER
Every possible precaution should be taken before shipment. Par-
ticularly is this true of farm-made butter, because conditions affecting
its quality and condition usually can not be controlled as easily on
farms as in creameries.
It is necessary to maintain proper conditions in the care of the
milk and cream and the making of butter if a marketable product
is to be produced. Too much importance can not be given to the
maintaining of cleanly conditions in the stable and in other places
where the milk, cream, or butter are produced or kept, for they absorb
odors and spoil very quickly. It is important, too, that these products
be kept in a cool place. High temperatures should always be avoided,
as heated cream or butter produces a soft, oily, undesirable condi-
tion in the finished product. In manufacturing butter on the farm or
in a factory the buttermilk must be removed and washed out and the
proper amount of salt must be incorporated evenly.
PREPARATION OF BUTTER FOR PARCEL-POST SHIPPING
Frequently parcel-post shipments of farm butter are unsatisfactory
to customers because proper methods were not used in making it, and
the quality and condition of the butter were injured before it was
shipped. For the satisfaction of customers it is important that a
uniform quality of butter be produced. Some customers may prefer
" sweet " butter, which is butter made without salt.
The methods used in preparing butter for parcel-post shipping
depend largely upon the local conditions and the style of package
used. To insure delivery in the best possible condition the butter
after being packed or printed and placed in cartons should be chilled
or hardened thoroughly before it is shipped.
One of the most satisfactory ways of preparing butter for shipment
is to form regular 1-pound prints. The standard print measures 2y 2
by 2y 2 by 4% inches. A hand butter printer or mold, such as can be
purchased at almost any store that handles farmers' supplies, should
be used in forming the prints.
Each pound print should be neatly wrapped in regular butter
parchment or paper. A second thickness of such paper has been
found to add materially to the carrying possibility of the butter.
Waxed paper may be used for the second wrapping. As a further
50
farmers' BULLETIN 1551
protection to the print, it should be placed in heavy manila paraffined
cartons, which may be obtained from companies manufacturing fold-
ing paper boxes or from dairy-supply houses.
SHIPPING CONTAINERS FOR BUTTER
Corrugated fiber-board shipping containers of various sizes may
be obtained for shipping 1-pound prints of butter. (See fig. 22.)
These containers partially insulate the butter and furnish much
protection against heat. Further protection may be obtained by
wrapping the container in stout wrapping paper and tying it se-
curely. Metal containers are used for combination shipments of
butter and eggs.
Butter shipped in an improvised container should be wrapped in
parchment paper and several thicknesses of newspaper and then
securely tied with string. The package should then be inclosed in
the piece of corrugated paper board with the projections of the paper
board so folded as to form a container. The container should then
be tied, wrapped in heavy wrapping paper, and again tied securely.
Fig. 22. — Three stages of a parcel-post package of butter : At right, wrapped ; left,
opened ; center, showing print of butter
As butter is highly perishable, parcels containing butter should be
marked " Butter — keep from heat, or with similar words.
For the improvised carton shown in Figure 23 the paper board was
so cut that it was 7y 2 inches wide and 25 inches long, with projections
in the middle of the length which were 4y 2 inches wide and extended
Sy 2 inches on each side. This provided a carton 4^ by 6 by 7%
inches, when folded, as shown in the illustration.
If butter that is being prepared for shipment in this way is thor-
oughly chilled before being mailed, it should carry safely even in
warm weather if it is in transit not over 24 to 36 hours.
CHEESE
Most varieties of cheese can be shipped any distance by parcel post
without difficulty.
The two important varieties of cheese produced on farms are cot-
tage cheese and American (full cream or whole milk) cheese. Cot-
tage cheese is soft and perishable. When made rather dry ard packed
in moisture-proof packages, it may be shipped to points where deliv-
ery can be made within 24 to 36 hours. As the firmer varieties of
MAKKETIETG FARM PRODUCE BY PARCEL. POST
51
cheese are ripened or cured and paraffined before they are marketed,
they can be more successfully shipped by parcel post than can cottage
cheese.
General care should be exercised in the packaging of cheese for
shipment by parcel post. The surface of the cheese should be clean
and, if necessary, paraffined. As a protection to the cheese, it should
be wrapped in several layers of paper, preferably with a waxed paper
next to the cheese. Corrugated or other fiber-board containers or
wooden boxes may be used as shipping containers. Some cheese
producers manufacture a small size, weighing from 2 to 5 pounds,
suited for parcel-post shipment.
Fig. 23. — Actual parcel-post shipment of 3 pounds of butter wrapped in parchment
paper, several thicknesses of newspaper, corrugated paper-board carton, and finally
an outside wrapper of heavy wrapping paper
CREAM AND MILK
At the request of the Post Office Department, the Bureau of Dairy
Industry, United States Department of Agriculture, issued the fol-
lowing instructions to parcel-post cream shippers:
Unless cream is properly produced and handled it is apt to spoil en route.
This is due to the action of yeasts and bacteria that have gotten into the
cream. It may: damage other mail and become a nuisance and be a loss to the
shipper. This may be prevented if the producer will observe only a few simple
precautions. Cream which will keep may be produced by following the sugges-
tions given here:
Clean, healthy cows and milkers.
Brush visible dirt off flanks and udders before starting to milk.
Wipe udders and flanks with clean damp cloth.
Keep stables clean and see that cows have plenty of fresh air.
Wash hands before milking.
Milk with dry hands.
52
farmers' BULLETIN" 1551
Use clean, sanitary, sterilized utensils.
Use only smooth tin utensils.
Wash utensils immediately after using.
Boil strainer cloth every time it is used.
After washing scald with boiling water or steam everything with which the
milk or cream comes in contact.
Be sure the shipping can is washed clean and thoroughly sterilized with
steam or boiling water.
Store the utensils in sunlight when possible, inverted and out of dust.
Use a centrifugal cream separator because —
Cream may be shipped fresher.
More butterfat is secured.
Richer cream is obtained ; therefore, less weight to ship.
Richer cream will keep better.
Pan setting is undesirable, because it is favorable to bacterial growth.
Keep separator clean.
Take apart, wash, and scald every time it is used.
Take special care of cream.
Cool cream immediately after separation.
Never mix warm and cold cream.
Make shipments as frequently as possible.
Hold at low temperature. In cold weather protect from freezing.
Do not leave at roadside longer than necessary.
Provide protection from sun and dust while awaiting collection.
KEEP CREAM CLEAN, COVERED, COLD
The container used is the regulation or usual type of can for han-
dling cream. The name and address of the owner of the can should
be put on the can either with paint or with metal letters soldered on.
MILK
Should a producer be justified from the economic viewpoint in ship-
ping milk by parcel post, the instructions given for the care of
cream should be used in so far as applicable.
MUSHROOMS
As mushrooms are an article of comparative high value per pound,
they can readily be shipped by parcel post. Any suitable container
can be used, and they should be marked or labeled, as suggested for
other commodities, to prevent crushing. The producer of mush-
rooms need not necessarily be near his market, as they will stand
considerable transportation by parcel post.
NUTS AND NUT MEATS
The nuts most commonly grown in the United States under culti-
vation are English (Persian) walnuts, almonds, and pecans. The
native nuts, like black walnuts, butternuts, or white walnuts, hickory
nuts, and shellbarks, and the wild-growing pecans, may also be in-
cluded in parcel-post shipments, as they are not perishable when sent
through the mails. They can be shipped in any suitable container,
like a bag of stout muslin or a corrugated paper board or other secure
box. The nuts should be properly ripened and should be in good
marketable condition. Those with worms or defects from other
causes should be sorted out.
MARKETING i FARM PRODUCE BY PARCEL POST
53
^ Nut meats are easily marketed by parcel post direct to the con-
sumer, and especially for the holiday season may constitute a source
of revenue to the farm boys and girls. The nuts should be gathered
at the proper time and should be properly cured, so that the cracking
out of the meats may be accomplished in time for the holiday trade.
In cracking the nuts care should be taken to get out as many halves
as possible. The small particles or crumbs should be kept for home
use, although there may be housewives who would be willing to buy
small pieces of nut meats at an appropriate price for use in cakes,
taffy, candies, and salads. Care must be exercised to keep out the
small pieces of nut shells. A good container of corrugated board or
any suitable material can be used. Putting the nut meats into a bag
of light material will prevent leaking in case the container should
become damaged. They should be labeled on the outside of the parcel
" Nut meats," with the words " Do not crush " added.
MAPLE SUGAR, SIRUPS, AND HONEY
Maple sugar can readily be marketed by parcel post, preferably in
a box of proper size suitable for the purpose. It can be shipped any
distance that the cost of postage justifies.
Maple sirup, cane sirup, sorgo sirup, etc., can be shipped by
parcel post when put into a tin container with secure screw cap, as
shown in Figure 24, and the tin container inclosed in a corrugated
paper-board box. Friction-topped pails should not be used ujiless
inclosed in a wooden crate or box ; if inclosed in a corrugated paper-
board box, there is danger that the top of the pail % may be acci-
dentally sprung enough to cause leakage.
Extracted honey can be shipped in the same way as sirups. Comb
honey should be placed in a friction-top pail and then securely crated.
PLANTS AND CUT FLOWERS
Practically all kinds of vegetable and flowering plants and cut
flowers can be shipped by parcel post if proper care is given in
preparing them for shipment by supplying appropriate ventilation
and moisture. Sphagnum moss or some similar packing material
which retains moisture may be used in packing plants for shipment.
It should be made thoroughly damp but not wet enough to .cause
leakage or dripping of water. The wrapping next to the plants and
damp packing material should be of parchment, butcher's paper, or
other paper relatively impervious to water. A producer who wishes
to ship flowers by parcel post should make a special study of how
florists pack flowers for shipment, as> improper packing will destroy
the value of the cut flowers. Most cut-flower boxes are provided
with lids which allow practically no ventilation. The individual
grower and shipper of flowers will need to work out his packing
problems as his market may require.
OTHER ITEMS
There are many other items which, if given special attention, could
doubtless be marketed direct. Seasoning herbs like sage, dill, and
sweet marjoram, wild or natural "teas" like peppermint, penny-
54 farmers' BULLETIN 1551
royal, wood's dittany, and bergamot, and such greens as cress and
mustard lend themselves readily to parcel-post marketing. % The per-
son who has the knack for such marketing will think of other com-
Fig. 24. — Tin containers and corrugated paper-board jackets or outer containers for
sending liquid sweets through the mails. Such containers have proved satis-
factory
modities for which a market is not readily available. In this way
the time spent in the actual work of marketing may be largely at the
farmer's convenience, and it may afford employment for spare time,
especially in the winter or at other occasional slack seasons.
ADDITIONAL COPIES
OP THIS PUBLICATION MAY BE PROCURED FROM
THE SUPERINTENDENT OF DOCUMENTS
U. S. GOVERNMENT PRINTING OFFICE
WASHINGTON, D. C.
AT
10 CENTS PER COPY
V
Live Music
Archive
Librivox
Free Audio
Metropolitan Museum
Cleveland
Museum of Art
Internet
Arcade
Console Living Room
Open Library
American
Libraries
TV News
Understanding
9/11